Archives: Podcasts

  • The Whole Child | Episode 15

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    Promoting a child’s mental health can help set them up for a lifetime of well-being. Unfortunately, too often children’s developmental and behavioral health needs go unaddressed — and those that do seek care have a difficult journey navigating through fragmented and inaccessible services.

    Join host and Partner of Confluence Financial Partners, Greg Weimer, as he interviews fellow Children’s Hospital Foundation board member, Vanessa Morehouse, and Dr. Justin Schreiber, pediatrician, and child psychiatrist at Children’s Hospital of Pittsburgh. They discuss the steps parents can take to recognize and address issues with mental health, as well as introduce UPMC Children’s new behavioral health medical home pilot, Whole Child Wellness Clinic — a philanthropy-driven, first-of-its-kind clinic that could revolutionize pediatric behavioral health care, minimize stigma, and lessen the burden on families. If you or a loved one is raising a child — or you are interested in how investing in pediatric mental health today can yield a cascade of benefits for our community tomorrow — you will not want to miss this episode.

    This session was recorded on May 20, 2021.

    SOURCES:
    (1) Merikangas 2010; Kessler 2005
    (2) Cancer.gov http://www.cancer.gov; Diabetes.org http://www.diabetes.org; AIDS: CDC http://www.cdc.gov
    (3) 2016 National Survey of Children’s Health, JAMA Pediatrics, 2016
    (4) (Center for Disease Control, 2017)

  • CEO’s You Should Know Pittsburgh

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    As part of iHeartMedia’s commitment to the communities they serve, they are introducing CEO’s You Should Know, a weekly podcast feature that profiles the businesses that drive our regional economy.

    CEO’s included in these episodes will represent small, large, local and international firms because all play a part in driving Pittsburgh’s business community.  We invite you to listen as Jonny Hartwell of iHeartMedia interviews our own Greg Weimer.

    This session was recorded on May 19, 2021.

    Any opinions in the podcast are those of Confluence Financial Partners, or any guest speakers, and not necessarily those of Raymond James. Raymond James is not affiliated with and does not endorse the services of iHeartMedia.

  • Confluence Corporate Services | Episode 14

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    Confluence Financial Partners has consistently delivered world-class investment services to our diverse clientele. In fact, Confluence was established to set a new standard for a superior client experience.

    Learn how Confluence now offers business leaders that same level of excellence in enterprise-wide support services — from comprehensive equity plan administration to participant support and education. Join host and Partner of Confluence Financial Partners, Greg Weimer, along with his guests and newest members of the Confluence team, Mario Haifa, Director of Insurance Consulting, and Brian Stout, Director of Retirement Consulting, as they explore how customized voluntary benefits and 401k plans can benefit you, your employees, and your business. You’ll learn about the opportunities and challenges facing employers and employees alike and options that empower both. If you’re interested in learning how high-performing organizations advance their business through benefits, or how your business might benefit from a review of your current offering, this is the episode for you.

    Confluence Financial Partners — Confluence Corporate Services | Episode #14rnrnGreg:rnrnRoughly 31% of those that have access to a 401k are not participating1. Imagine that.rnrnGreg:rnrnThis is Greg Weimer, partner with Confluence Financial Partners. Welcome to our Imagine That podcast. Today’s an interesting day. Well, first of all, it’s interesting because we’re in our new building in the South Hills, so that’s fun. So, this is our first podcast. It feels meaningful that we’re in our first podcast, in the new building, but also, we have two newer associates with us, Mario Haifa, and Brian Stout. I’ll get into who they are in a minute, but for the listeners, whether you’re a current client or potential client, or just an interested listener, you know, if I were you, I’d be saying, okay, so why in the world would I listen to this? This is a corporate services. I’m not a corporate. And like, what is that? We’re going to intro our corporate services department and why we think it’s so important to helping folks improve their outcome.rnrnSecond, we’re going to talk about trends in the 401k and benefits arena. And then third, we’re going to talk about what we need to do together to improve outcomes. And so right now someone’s saying, okay, that’s cool, but I’m not an employee. I’m already retired, does this matter to me? And I would say that if you have a child, if you have a loved one, if you know someone that owns a business, this is major stuff going on right now. And if you care about them and you really want to help them increase their outcome, if you could just help them think differently about how they’re organizing their benefits, how they’re preparing for their retirement, there’s an epidemic going on right now with, I think people not being prepared. I think it’s a virus. Coronavirus, hopefully, God-willing, is coming to an end.rnrnThe virus that continues is, there are people that working today that have— they do not have a likelihood of being able to retire and they have to work, and they don’t have financial freedom. And that’s tragic. It’s tragic for employers, tragic for employees, because if an employer has an employee that would rather not be there, that’s not good. And then there’s people that aren’t fully protected. There’s benefits that we need to make sure people have that in case there’s an unexpected setback, are they covered? And so, you know, this is an important, it’s an important conversation. It’s important conversation for the community. So just think as you’re listening, you know, who can I talk to? How can we help? And working together, we can really make a difference in people’s lives. So Brian, if you could introduce yourself and you know, a little bit about, you know, where you’ve been and then why you came to Confluence Financial Partners, and then we’ll turn it over to Mario. I get to rest. Go ahead, Brian.rnrnBrian:rnrnThanks Greg. My name is Brian Stout. I am the Director of Retirement Consulting and I have been in the retirement industry for, I guess, going on 25 years now. And I’ve spent time working with national retirement plan recordkeeping companies. I’ve spent time at smaller regional retirement consulting firms and recently joined Confluence a few months ago and really just joined because I loved Greg’s passion. And I love the passion here at Confluence to change people’s lives, to make differences, and to really have my fingerprints on the process of helping small-to-midsize companies in the region, as well as helping their participants, you know, reach their retirement goals. And that’s, that’s what my job is all about. And that’s what I wake up and enjoying doing every day.rnrnGreg:rnrnWonderful. Mario.rnrnMario:rnrnMy name is Mario Haifa. I’m the Director of Insurance Consulting here at Confluence Financial Partners, representing Corporate Services, had the pleasure of working in the insurance business for over 20 years. I’ve had the opportunity to represent mostly on the voluntary benefits side. A lot of you may have heard of the Aflac duck. That that was my previous background for a long time, served in various roles, but primarily working with small-to-midsize business owners in the community here in Western Pennsylvania, throughout Pennsylvania and nationally. The why, why Confluence made an opportunity for me to be here. I just loved their foundational approach and how they take care of their clients. And when Greg and I talked last fall, and we just started talking about what, what Confluence does. And the years I served in the insurance business, it just made so much sense to bring that years of experience into a firm like this and serve their clients and not only their existing, but future clients differently. And I think Greg said it better, best earlier — how does benefits play a role in your retirement and your future? And I truly feel benefits can have an important impact on the decisions you make today to protect tomorrow’s investments that you’re making.rnrnGreg:rnrnWelcome both of you. So fired up to have you. And I’ll just give you an insight like just yesterday morning — it was morning, right? — when we went in the whiteboard room, that was like fun. So we go into, so we’re saying, how do we reinvent, you know, corporate services? How do we really help employees and employers? So we went in, we have a room here that’s — all four walls are — is a grease board. So we went in there with markers, scribbled all over the walls, and really, we were brainstorming about how we can help employers and employees. So, okay, I gotta — let’s just, for me, it’s an elephant in the room. What in the world’s up with that duck? Let’s start there. Like everybody, everybody talks about like Aflac and voluntary benefit, you know, and like, the kid from Johnstown, right, that just thinks the duck is like a cool commercial. What’s the importance of a voluntary benefit that Aflac would represent?rnrnMario:rnrnAbsolutely. And Aflac certainly is the biggest player in the marketplace, but ever since the duck, through evolution of benefits, and one thing I’ve noticed over the last 20 years, a lot of different companies entered the space. And the why behind it is, you know, health insurance and benefits offered at an employer through a corporate insurance spend are essential to a foundational approach to benefits. You know, they take care of your hospitals and doctors when you get sick or hurt, right? But one of the things that always seem to be a blind spot and why I felt voluntary benefits played such an essential role in the overall benefit package of an employee offering was that out-of-pocket exposure that was the blind spot. And most employers—rnrnGreg:rnrnCould that be the deductible, or no?rnrnMario:rnrnIt could be the deductible, but mostly, and a question I ask employers all the time, what do you have in place if your employee had to leave work because their spouse or child was going through something? Some of them will say short-term disability, but that covers the employee. And I remind them to say, if their employee or spouse was going through a major accident or illness. So ultimately what—rnrnGreg:rnrnHere’s a great stat that sort of backs that up.rnrnMario:rnrnSure.rnrnGreg:rnrnCause you know, one of the things you can do, right, is you could, another voluntary benefit would be disability. Is that true?rnrnMario:rnrnSure.rnrnGreg:rnrnYeah. I just read this this morning. It makes no sense, by the way, I’m reading this stat. Like people don’t even think about like what it’s saying. I think I can interpret what they’re trying to say.rnrnMario:rnrnRight.rnrnGreg:rnrnSo, but I was reading about this, it says, “most Americans are better prepared financially to die than to become disabled.” Here’s what these people write and no one questions. “…Although the chances are at least three to five times greater of a disability occurring2.” Now I’m going to tell you you’re way more likely to die than become disabled. Like, that’s just a given, right?rnrnMario:rnrnSure.rnrnGreg:rnrnI think what they’re saying is if you buy a term insurance, like more people buy life insurance and don’t use it.rnrnMario:rnrnRight.rnrnGreg:rnrnThen like a voluntary benefit like disability. Right? So there’s an example.rnrnMario:rnrnAbsolutely. So ultimately, the foundational idea of a voluntary benefit is to help people maintain the lifestyle they were used to before they got sick or hurt, right? And if, if somebody goes through an accident or a major health event, these programs are going to put cash in hand to these policy holders to help them maintain the lifestyle they were used to. And whatever they do with this money is up to them. They can use it for house payments, car payments, putting groceries on the table. Certainly, they can use it for copay and deductible, but that’s not the element that affects them the most, that copay and deductible. It’s the cost of living. Just maintaining that lifestyle.rnrnGreg:rnrnOkay, I got more stats, like you’re like, you’re like saying things, I’m trying to learn about this, right? So, I’m not trying to kill everybody with stats, but like, nearly 46% of all foreclosures on conventional mortgages are caused by a disability. Only 2% by a homeowner’s death.rnrnSo when you think of, like, right? So, you think about that, something happens , and you have to foreclose. Here’s something else, most income owners, regardless of income level (so the more you make, the more you spend) have spending commitments that consume 65 to 75% of their normal cashflow2. So what that means is like, there’s not much margin for error there. So, if something happens, like you’re saying Mario, then these folks, they need something to protect them during that incident that happens on that 65 to 75% of their income.rnrnMario:rnrnGreg, the reality is, 65% of employees have less than a thousand dollars set aside in savings for a catastrophic event, like a cancer situation, a heart attack, a major accident3. So why does voluntary make the most sense today? You know, during a pandemic, post-pandemic, whatever happens, these programs can have a significant impact, in a positive way, to help people maintain that lifestyle they were used to before that took place.rnrnGreg:rnrnAnd then think about what that means to the culture, the structure and the fabric of the company, right? So, you have, you have these offerings that you, that you can, that you can give to people, it allows them to protect themselves. And the employer, you know, has an employee that doesn’t have this financial crisis that affects every aspect of their life, including their work-life balance, et cetera. So you know what, let’s pause there, spoiler alert. We’ll like — I think that’s called a hook or whatever it is. I don’t even know. Let’s keep talking about that, but let’s go to 401k. Let’s go to retirement. Cause that, cause the change, even though, you know, I started the business in 1986 and 401ks weren’t that big back then and the change in the trend and 401ks and the shift of responsibility, almost like voluntary benefits, right. It’s like, you know, it used to be the company paid for everything and you know, everything was paid for. Now, it’s like, there’s personal responsibility. We’ve got to own that. We also have to own it in 401ks. So, Brian, could you just give a background of 401ks, what’s going on, and the importance of them today and some of the things you’re seeing?rnrnBrian:rnrnYeah, certainly. So, you know, as you alluded to Greg, you know, we’re coming from an environment where, you know, my, my father worked for thirty-some years at Bell Telephone Company, right?rnrnGreg:rnrnMy dad worked for the gas company! So yeah, it’s like same type of thing.rnrnBrian:rnrnSo all he had to do is show up for work every day and put in his time. And at the end of the 30, 35 year run, he walked away with an annual pension. So, Bell Telephone Company would pay him X dollars per month just because of his years of service. Well, those pension plans just became exorbitantly expensive for corporations to continue to maintain. It was just a financial burden. So we shifted from this pension plan/defined benefit plan world to a defined contribution world where it really is incumbent upon the employee (or I’ll refer to it also as the u0022plan participantu0022) to save, it’s on us to save for our retirement, with hopefully a little bit of employer contribution to help boost our retirement savings. But the onus is now on the employee. And unfortunately, what the numbers are showing us, and the statistics are bearing this out, is employees are woefully under prepared.rnrnThey’re not saving enough. I think they’re overwhelmed by the decisions that they now have to make. And I think that that’s the impact that we can make here, both on the voluntary benefits side, because I think there’s an element of folks just don’t understand these benefits that are being offered, much in the same way with 401ks. I think employees just don’t understand. What am I supposed to do? I have a myriad of investment choices that I now have to choose from, how much am I supposed to save on paycheck to paycheck? And now you’re asking me to, to try to wring the washcloth a little bit more and save more into the 401k. So those are the types of struggles and challenges that employees have. And really, that’s why I think we are layering on top of our delivery, more of holistic approach, right?rnrnIt’s, it’s easy just to show up at a workplace and say, yup, everyone should save more. Well, you know what, what if you can’t save more? So let’s take a more holistic approach and let’s figure out what are those barriers that are preventing that employee from saving into the plan or saving more into the plan. And if we can start to knock down some of those barriers and we can kind of clear a path for, you know, what I’ll call it a more prepared financial wellness. And, and those are the types of things that, you know, I’m passionate about, that we care about here inside of the building. And those are the changes that I think that we can help to implement going forward.rnrnGreg:rnrnBecause when someone gets to the age to where they want, they want freedom, they don’t want to work anymore. And so they get to whatever that age, 60, 65, 70. So what, what’s really important for us to work with the employer and employee on is when you get to that age, it is in everybody’s best interest that we help you prepare to be ready for that date. Because if you’re not ready for that date, first of all, you don’t want to be there. And if you don’t want to be there, you’re probably not putting your best foot forward. It becomes really expensive for employers, and it becomes, the employees are unhappy, so we need to help. And by the way, not everybody can save more, but there are a chunk of people that can, so like, if we can get people just 2%, if we can get them to just save 2% more, just 2% more, the difference that means in their life is meaningful. It really is. And it doesn’t even reduce our income 2%. Right? I mean, like they gotta understand that.rnrnBrian:rnrnYeah, absolutely. I mean, you know, the whole variable here is when you’re saving into a qualified retirement plan is, these are pretax dollars that are going into the account. So putting in a dollar into the plan actually, you know, has, has tax benefits to you because it’s not a full dollar coming out of your taxable income. So, you know, it’s this challenge though, of trying to teach employees that, you know, whatever your line of work may be, you know, unfortunately this, this 401k plan is, is kind of forcing people into becoming kind of quasi-401k financial specialists. And this isn’t what most employees signed up for. So that’s really our role. And that’s what I see.rnrnYou know, my role as the director here of our consulting is, is really putting forward the messaging that meets people where they are, right? So, I’m in my fifties, right? So I care about different things at my stage of life than a 26 year old. But the customary approach that’s been put together in our industry is, you pull a presentation off the shelf, show up at the workplace and everyone hears the same message. That doesn’t work, right? So what I care about is a heck of a lot different than somebody just starting out their career, and we need to make sure that we’re delivering customized, tailored messaging, meeting people where they are in life. And I think that that will hopefully move the needle and get people to understand the importance of saving, the importance of saving more and starting just to make more prudent financial decisions.rnrnYou know, we talked a little bit earlier about, you know, the importance of voluntary benefits and, and trying to, you know, take some of that financial stress off of the table. I see a ton of 401k loan applications come through because of people having medical issues that come up, they can’t pay their bills. So they take 401k loans, which diminishes their pot of money. And it just creates this cycle of, instead of using the 401k plan as a savings account, unfortunately it becomes more of a bank account where they try to put a dollar in and take 50 cents out. And that’s just not going to lead to very strong retirement outcomes.rnrnGreg:rnrnSo, if I’m in a 401k and I’m, if I’m an employee, I’m an employee, you know, here’s seven things I just scribbled down as you were speaking. One, most people don’t even know there’s a Roth 401k option. And if your 401k doesn’t have a Roth for you, we got to talk about that.rnrnTwo. Target date funds. They’re not all the same. Some people are, they’re very different. Not based on the date, there’s some to and through. We should talk about that.rnrnCommunication. Communication inside of companies is not good around their benefits. I actually think we can do better at that at Confluence. Match. The employers are making matches, I don’t think they get the credit that they deserve for in the total compensation, the match that’s in there.rnrnParticipation. Participation is low. In fact, I have a stat, it’s 38% of people that are in that have a 401k — 31%, I’m sorry — that have a 401k available to them don’t even participate1. That’s tragic.rnrnAsset allocation. You know, it’s just the asset allocation that people are doing. We see it all the time with our existing clients. We try to help them, but the asset allocation — not good. They don’t understand that, you know, this is the last money they’re going to be using for income. We can talk about that.rnrnAnd then people timing! Oh, the market’s too high. They go to the cash, the markets, do you know what I mean? Or they, or they pick, they pick the fund that did the best last year. I’d pick the fund that did the worst, as long as it’s not a bond fund.rnrnSo, like, it’s just, it’s just — so a lot going on there. Right? Okay, Mario, if I’m an employer and I’m an employee, there’s a lot of voluntary benefits. I’m learning that like you could, you could insure yourself away from everything.rnrnMario:rnrnSure.rnrnGreg:rnrnFrom identity theft to cancer, to mental illness, whatever. If you would tell a few, for the listeners, if you would say the one or two voluntary benefits that are like the must haves, you know, like if you’re in business, first thing you do, blue suit. Blue suit, gray suit, second. What are our blue suit and gray suit of voluntary benefits?rnrnMario:rnrnIt’s a great question. But before I answer that, Greg, Brian said something. When I had the chance to meet him a few months ago, I knew quickly how we were going to work together, because our, I think our there’s a lot of synergies on his just philosophy and approach. We had a lot of like-minded ideas and I think the comp— how we complement each other is to understand that this corporate services team is aligned to have a positive impact at the work site.rnrnGreg:rnrnYeah. And by the way, the other thing, the other component of that we are, we talked about a lot, that may not be obvious to the listener, is that you know, there’s — so this is unusual in that the typical 401k or voluntary benefit, it’s not coordinated. You have someone in there that it’s different. It’s very siloed. It should be more coordinated. And the typical 401k, I can tell you, I’ve seen this firsthand, the typical person has one or two, they’re one-shot wonders. If they have one or two 401ks, it’s because they know the owner. So, they, so that they get the 401k, they have no team, they have no corporate services. They have no real expertise. It’s just like, oh, the owner’s buddy. Yeah. Well, you’re just because you’re the owner’s buddy doesn’t mean that you should have the life, the financial lives of all the employees in there, if you don’t have really people that have the experience you guys do.rnrnSo, the other team, part of this team, that’s important for people to understand. We have a group of financial advisors that this is what they do. They work with individuals and they’re, they’re really good at it. We are, we have done a great job working with individuals. And so, we, our financial advisors, can come in and work with the individual. That’s I think different. So these guys work with our financial advisors and bring in the whole team. So it is a service, it’s a department, it’s not just a thing. Okay!rnrnMario:rnrnSure.rnrnGreg:rnrnBlue suit, gray suit?rnrnMario:rnrnBlue suit, the most participated programs are going to be the accident and disability programs. Why? People can relate to accidents every day. I was at my kid’s baseball game yesterday, coaching them. Kid got hit in the mouth with the ball. Quickly ran off the field. Luckily there was a dentist watching the game. So long story short, the kid was fine, but people can understand that quickly. And when you have a program that covers accidents every single day, on or off the job, and whether Johnny’s playing a baseball or Suzie at gymnastics, it’s going to cover you.rnrnGreg:rnrnSo here’s the number — 35. If you’re 35 years old, you have a 50% chance of becoming disabled for a 90 day period or longer before you’re 65.2rnrnMario:rnrnCorrect.rnrnGreg:rnrnSo you got a 50% chance2. So if you, if you’re running without disability, right, you don’t have a net, like there’s no net, you gotta have a net.rnrnMario:rnrnWeekend warrior mentality. People just think they’re, depending on what age you are, that that’s a great age that you just shared, it’s the weekend warrior. They want to be— they’re either working in the yard or they’re running a Tough Mudder, something that they’re doing, they’re more vulnerable.rnrnBut then, the second tier, the gray suit is going to be your critical care type programs. That covers cancers or heart attacks or strokes or things that are unforeseen like that. Those are the two, the blue suit’s definitely the accident, short-term disability approach. And then the second one is going to be mostly the, the critical care.rnrnGreg:rnrnThat’s great. So, you know, for the listeners, I, you know, you may already have these at your, at your place of employment, if not, you should probably ask for them. Cause it makes total sense to me when you look at the statistics on accident. And then we’ve all been affected by someone that we care about having a major medical issue, like a cancer or a stroke or something like that. And that is, that is difficult enough. But then when you add the financial stress on top of the medical stress, that’s, that’s just a dangerous cocktail for a family. So, having that and being protected from that, hopefully provides peace of mind for folks.rnrnMario:rnrnIt does. And you know, I’ve shared this with the team internally. And I think one of the obligations that we have at Corporate Services is to make sure health distress doesn’t lead to wealth distress.rnrnGreg:rnrnYeah. Yeah. So here, I’m trying to think of as listener, I’m thinking, okay. I hope, I hope people are really like, like, like listening and bringing this into their heart. Because, you know, we spend so much time planning where we want a second home, we spend time planning on where we want to go on vacation. Right? Where are we going for dinner? And I — and some people would say our industry’s a little boring. I hope it’s not. Like, this is how we maximize lives and maximize legacy. This is how we do it.rnrnrnAnd by the way, could you hear that? Wait, it’s okay. This is sort of interesting. That white noise? Can you hear the white noise in our firm? Or in the office? This is, I think hopefully helpful to anyone that’s been in our building.rnrnSo, in our, in this building, we have white noise. And the white noise is because, you know, our clients, rightfully so, demand privacy. And so, we want to have privacy from office to office. So in the entire building, we have white noise. So you can’t hear from one room to another. To protect people’s privacy. So that’s like — Mike just, just looked at me like, what the heck was that? He’s the producer of this, and he was like, what the heck was that? So that’s the white noise. Yep. So. I don’t know. So I guess that makes it a little more tolerable. Yeah. So, so if, if you’re not interested in voluntary benefits, 401ks, just come over to listen to our white noise. It’s sort of cool. All right. So Brian, I gave you a laundry list of things. Which ones do you think are important to talk about?rnrnBrian:rnrnWell, I got so engrossed listening to you and Mario speak. I kind of forgot what my laundry list was. I remember target date funds and asset allocation. So maybe we start there, right? So, target date funds. This is a kind of a means of investing that has really, really taken shape over, I would say, oh, call it the last 8 to 10 years. And, and the concept is, and it makes just perfect sense. So, the target date fund blends, you know, stocks, bonds, cash, and it blends all of these, these investing components together into a basket. And that basket is really invested based upon how many years you have until you retire. So if someone invested in, let’s say the 2025 fund that is going to be invested a lot more conservatively than somebody who’s investing in the 2065 fund, because we have a lot longer time to invest, to reap returns, to, you know, navigate the waters over a 30-year span versus a five-year timeframe.rnrnSo the idea of the target date fund is one in which I think we see the statistics of target dates are attracting. Usually it’s about 70 cents of every dollar that’s going into a 401k plan, goes into a target date fund. And these come in different varieties too. So we have some target date funds that have an end date at age 65, which is the presumed date that, that most employees would, would plan on retiring. We also have some target dates that are set up with a u0022throughu0022 philosophy, which they are, the fund managers are managing that money typically to what they would predict to be that, that individual’s death, which would be, you know, somewhere around the age, 80, 85 using actuarial tables.rnrnGreg:rnrnSo with that, so let’s, let’s just think about that as a listener. So, someone just goes in, and they pick a target date fund — 2030, I’m gonna pick a target date fund. I think I’m gonna retire in 2030. And u0022tou0022 and u0022throughu0022 are, it could be, as different in asset allocation as black and white. And by the way, it could cost someone like a really lot of money if they’re doing “to’s.” And by the way, I’m not being, I just know I’m not being critical — yes, I am — but I don’t mean to be mean about it. But a lot of people that are even now talking about, they don’t know the difference between u0022tou0022 and u0022through.u0022 So, they’re like putting these u0022tou0022 funds in instead of u0022through,u0022 and it’s just like, just that alone, we can come in and we can say you got u0022tou0022 or u0022through,u0022 we can change it. We could, we could, we could really help your outcome in a meaningful way. Is that fair?rnrnBrian:rnrnVery fair. I would venture to guess if you asked an employer or the retirement plan committee at an employer — u0022tou0022 or u0022throughu0022 fund? 99 and a half percent would say, not sure.rnrnGreg:rnrnOr the owner’s buddy that brought it in.rnrnBrian:rnrnAbsolutely. Yep. Yep.rnrnGreg:rnrnI mean they just don’t.rnrnBrian:rnrnThey just don’t know. They don’t know. Right. You don’t know what you don’t know.rnrnGreg:rnrnAnd by the way, the u0022to,u0022 I mean, you’re not gonna, you’re retiring. Everybody. Like sometimes the dates of retiring and death, you know, they’re the same and there it’s like a different thing. And by the way, your 401k is the last money you use in planning. So, it’s not like you get to 65 — and most people don’t start automatically taking — at least our clients don’t automatically start taking money out of their 401k. They don’t touch that until they’re 72. They use other assets for the first cash flow because of tax savings. So, like, it’s longer term money, but they’re still doing the u0022to,u0022 which is just bizarre to me.rnrnBrian:rnrnVery true. Yeah. It’s interesting. In fact, we came across a case recently where there were some individual participants that were in their early thirties, and they were investing in a 2015 fund.rnrnGreg:rnrnOuch.rnrnBrian:rnrnSo even though the, you try to put bumpers into place to keep the, you know, the bowling ball in between the lanes with these target date funds, there are still individuals that are clearly lacking the education, lacking the guidance from a financial advisor or, you know, somebody who should be in a position of giving some, some advice or guidance. And even there, the participant is unfortunately thinking they’re doing the right thing and they are not. So there’s, there’s just a ton of education that needs to be done. And, you know, I think we’re, we’re well-equipped to provide that.rnrnGreg:rnrnSo it’s a lot of great input guys. Thank you. And it’s I find this really motivating. I, I do. I I’d like to help. I’d like to think that we can help tens of thousands of employees become retirement ready and, and protect themselves from unforeseen events. And this is a mission that we’re on at Confluence. It’s an awful lot of fun. And I got to tell you one of the things that we’ve got to do to make sure this works for employers and employees, because when you look — and I feel like I’m the statistics nut today, but whatever — the top reasons cited for increasing benefits are to retain employees. So to keep employees, 72% and to attract new ones, 58.4rnrnGo to restaurant, can’t find employees. Go to anywhere, you can’t find employees. And a great company is all about employees. Like, you’re as good as your people. Like we want to attract and retain top talent. And if we can do that, we’re going to be great for, we’re going to be great for our clients. But you know, you have to have great benefits.rnrnNow, I’ll just, I’ll let everybody have a little peek under the tent. So my partner, Jim Wilding, and I think everybody listening knows Jim and I are partners. And you know, we, this was about two years ago, you know, we try to have a great culture of fun and work hard and, you know, we have, it’s just fun and we’re really trying to do something special. And we thought, you know, we would take people to Top Golf, and we do, you know, we do, we do whatever. We do things and we get together, and we do, you know, what, during— whatever. We try to make it we try to make it a family atmosphere.rnrnAnd Jim, to his credit, said like, do you know, we should look at our benefits. Because our benefits were good, not great. And so we, we actually took a step back and said, you know, we can take people to Top Golf all we want, if we’re not protecting and providing for their family through benefits, we’re not getting it done. And it’s just, it’s steak, no sizzle. It’s big hat with no cattle. Figure out how you’re going to say it. So, we went and we totally revamped and rethought about, and, and spent a lot of money on our benefits. And the reason I tell you this, we spent a lot of money, we match everybody, everybody gets 3%. We pay for some of the employees, pay for some of their family. It was a big spend.rnrnAnd, and here’s the thing. And here’s what we, here’s where we got to work together. I don’t think we’ve done a good job, making sure our associates understand the benefit. That’s just honest. Until you guys came in and we really uncovered this itch that companies and employees have. So this is just being honest and seeing a vulnerability and seeing a blind spot for Greg and Jim. And so we actually are now, the three of us, one of the that’s another thing we talked about recently is, how do we make sure our benefit is actually a benefit? And so, you want to talk about how we can come in and we can work with employers? Because employers spend a lot of money and employees don’t appreciate maybe because they don’t know. And if an employer and employee, I mean, if you have 31% of people have a 401k not participating1, right? It’s got to stop; it’s got to stop.rnrnMario:rnrnGreg, you said it best. And I think something the pandemic has taught all of us is to have a true vested interest in the people that either work for us, work with us, and are dependent on the decisions that we make. And I think the game changer or one of the biggest value props that we bring to the table is the ability to educate and inform, engage at the work site. And when you sit down with somebody and you peel away the layers of their needs, their lifestyle, their budget, and you can be very strategic on the benefits that make the most sense to those three categories and help them understand how that works. Not only are you protecting the 401k, not only are you protecting that needs, lifestyle and budget of that employee, the employer themselves are going to sit back and say, you know what? I’ve created an environment, not only do I pay them well, or I provide great vacation and sick days, but my employees are happy because they have great benefits and the likelihood of them going down to ABC company and looking somewhere else is going to minimize tremendously. And here at Corporate Services, I truly feel we’re equipped with the resources, the talent, the logistics, the partnerships in the marketplace to come in and have that conversation.rnrnGreg:rnrnSo in the movie, in the movie Top Gun, they said, u0022Maverick, you have to engage, Maverick, you have to engage.u0022 And I guess, I guess the message to everybody listening is — we’ve engaged. So we’ve, we’ve engaged. So we have always been engaged with individuals. We’ve done an okay job with Corporate Services and corporations and, and we’ve always offered to individuals, please come in and we’ll give you a second opinion. I guess today is our way of saying we’ve engaged, we’ve engaged in improving outcomes for individuals. We’re going to help them be able to retire without worry. And we’re going to help them to be able to live without worry of an event that’s going to help or hurt them financially. You know, a medical event or disability or whatever. So I guess it’s our way of saying, we’ve always said to people, if you’re looking for a second opinion and you would like us to give you a second opinion individually, we stand ready to help. We are now saying to employers and employees, if you would like a second opinion, we stand ready to help and would be happy to bring our team and Corporate Services in to create a new standard for benefits and for 401ks.rnrnThanks for listening. If you’d like to hear other subject matters that may be of interest to you, please check us out at ConfluenceFP.com/podcasts.rnrnSOURCES:rnrn(1) Bureau of Labor Statistics as cited by Financial Samurai.rnrn(2) https://www.affordableinsuranceprotection.com/disability_factsrnrn(3) 2016, Bankrate.com as cited by Forbes.rnrn(4) SHRM Employee Benefits Report, 2018

    This session was recorded on April 28, 2021.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

    This podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.

    Any opinions in the podcast are those of Confluence Financial Partners and/or any guest speakers. All opinions are as of this date and are subject to change without notice.

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  • Peak Performance | Episode 13

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    In all disciplines, peak performance requires preparation, focus and good health. This episode’s guest, David Patchen, Senior Vice President at Raymond James, has experience helping professionals grow personally and professionally by coaching teams many top advisors to record results.

    Join host and Partner of Confluence Financial Partners, Greg Weimer, as they discuss how sleep, diet and the immune system can impact performance and overall health. Tune in to benefit from Patchen’s more than 35 years of professional experience helping people optimize their performance and maximize their lives — both professionally and personally.

    Confluence Financial Partners — Peak Performance | Episode #13rnrnDave: And I’m delighted to be here, Greg. Thank you so much for the warm welcome. Hi, everybody out there andrnmany of you in my native hometown.rnrnGreg: We look forward to learning from you. You should also know Dave is a snazzy dresser. Like I’ll tell you, like, Irnthink I can wear some, some jackets with a little bit of pop. He just, I see him at a meeting and he just, hernoutshines me.rnrnDave: Well, I consider myself coachable, Greg. That’s a lot of what we’re going to talk about today. I seek thernexpert guidance of other really talented people. I have a great tailor who was introduced to me years ago andrnhe does great work at a great price. So that’s another topic we can discuss sometime.rnrnGreg: Yeah. Why don’t we start out with immune system and I mean, you talk about you, I heard you say things likerncellular performance in the past conversations and biohacking and now with COVID I think it’s top of mind tellrnus about the immune system, how we can improve it and more specifically how we can protect ourselvesrnpotentially from COVID.rnrnDave: Yeah. So what we’re going to talk about today, when you use a term like biohacking and I use the term, Irnconsider myself a self-proclaimed biohacker, it’s about looking at the body and saying, hey, the human bodyrnhas an operating system and that operating system can be hacked based on what we eat, how well we sleep, how well how strong our exercise regimen is basically, how are you performing at the cellular level.rnThat’s what preventing diseases like COVID is all about and what we’re talking about. And by the way, folks, as I mentioned, I’m not a doctor. Find a functional medicine practitioner. If you’re not receiving the type ofrnassessment tools that I talk about today, if you don’t feel like your approach to medicine is being customized, that’s what a functional medicine practitioner does because your cells and your DNA is different than mine.rnAnd so you’re going to want to start by assessing, and we’re going to talk about, I’m going to tell you how I measure my sleep. I’m going to tell you the best DNA test. I’ve taken nine of them. I’m going to tell you arncouple of the ones that I highly recommend you take a look at. I’m going to talk about diet and gut health. I’m sure you’re hearing and reading that your gut is your second brain. And how do I get my gut healthy? Well I’llrntell you an assessment before we were done that you’re going to be able to gauge how healthy your gut is, but all of these tie back, Greg, into how is my body operating on a cellular level?rnrnGreg: No, I use a concierge physician who does a lot of that, which we’re very, very fortunate. Most medical professionals have some just, they’re just not able to do that. But what specifically is a functional medicine practitioner? Is that an MD? How do you find one?rnrnDave: Yeah. So, all you have to do is Google ‘functional medicine near me.’ And you’re going to find practitioners in your marketplace. They aren’t all MDs. Some are DOs, some are chiropractors, and it really comes down to, they have a different set of protocols that they’re going to use on the front end to assess you. And it’s going to be, your care is going to be customized based on that set of protocols. rnrnGreg: I think because, you know, I did one in my physician. She ran a test to tell me which foods I should and shouldn’t eat if I have an upset stomach. She gave me my green foods, my yellow foods and my red food. So red food meant would make, give me an upset stomach. I was blown away. And this is for me, yours will be totally different, but I was fascinated by it. My red food is a banana for my cellular makeup. If that’s the way to say it, I shouldn’t eat a banana. How many people would know that? Usually if you get an upset stomach,rnthey say, eat a banana. So that’s a type of thing you’re saying, it’s specific to you. And that’s an unusual test for someone to run.rnrnDave: Correct. Normally an MD under standard protocol isn’t giving guidance on tests like you described. You’rerngoing to find more recommendations along those lines from a functional medicine practice. So, we can segue right into that, Greg. Oh, and by the way, what you described was a, probably a food sensitivity test and that, that isn’t necessarily customized to your genes. That’s customized to how your gut flora, so to speak, your gut bacteria is functioning. Interestingly enough, since we’re sharing personal information, I wasrna daily banana eater and banana came up as one of my red foods when I did — the tests that I like you to do first folks is Viome, V-I-O-M-E dot com. Go to that website. They’ve got a bunch of different tests. I’d want you to do your gut health test first because that’s going to go right in on — it’s not the most fun test to do because it’s a stool test. So you’re going to have to, you’re going to have to play with your poop, but you do a stool test and send it back to them and they’re able to take your sample and because of all the algorithms that these geniuses have written, they’re going to be able to tell you your red, yellow, and green foods, just like Greg was describing. That’s a great way to start because one of the questions everybody has is, what should I eat? What should I not eat? And you shouldn’t get that information from me. You should let your body tell you the answer to those questions.rnrnGreg: So, you mentioned it’s V-I-O-M-E dot com. And I just, I think I know you’re going to give us a lot of other resources. This may be an opportunity for us to share how much ownership do you have in any of the businesses you’re about to recommend.rnrnDave: Yeah, I’m glad you brought that up too, folks. Why I strongly believe this time that you’re going to spend, we’re going to spend together is so valuable is because — I’ll tell you why I started doing this work. Part ofrnwhat my team does is put on conferences for our advisors, like the great advisors in Confluence. And I know many of them well, and, and we have these speakers that are, that climb Mount Everest, that are ultramarathoners,rnthat are great people. And they’re very inspirational, but our advisors came to us and said, you know, I can’t, I’m a normal person. I can’t relate. I’m not gonna climb Mount Everest or hike across Antarctica anytime soon, can you give us some material that we can relate to and really dig into? And sornthat’s why, and that was part of what drove me, other than some personal things that I’ll touch on today. But I received zero, not one nickel from anything that I share with you today, I’m going to, I’m going to suggest, because I’ve done so many different assessments of all types. I’m going to tell you the ones I liked the best, and you can go check them out for yourselves, but know in advance, I’m not compensated in any form or fashion. I’ll even give you discount codes. They aren’t my discount codes, their discount codes from the people whose podcasts I listened to and who are friends of mine. But I get no benefit at all. So, I think I’m valuable to your clients, right? Because they’re getting absolutely unbiased advice. There’s nothing more you know, direct from the source that you’re going to receive than this information.rnrnGreg: We talk to clients a lot about figuring out what you’re ‘all about’ is all about. And I love the fact that your ‘all about’ is just helping people improve. And that’s your passion. And so, we appreciate you being here. Let’s go back to, let’s go back to the immune system specifically, and let’s talk about, COVID like, you know, are there things that you can be doing that could help protect from COVID, but more generally diseases also?rnrnDave: Yeah. So gut health is, is going to be one or two, and sleep is one or two. And then diet. I mean, the things we’re going to talk about today, all boost your function at the cellular level, and what we’re talking about here, as I said, I’d stay general. I’ll get a little bit specific here in areas, mitochondrial function. So, so much of what I’ve learned and what I now practice boosts my cellular function at a mitochondrial level. So, thernstronger your, their, my, the mitochondria are the powerhouses of your cells. The better you sleep, the better your diet, the better your gut is functioning. And food is really, you know, food is such an important part ofrngut health and gut health is an important part of sleep. So, having strong mitochondria, being strong at the cellular level, being healthy, truly healthy is going to make you, you know, much more immune to a virus, arncommon cold a flu than if your immune system is compromised.rnrnGreg:rnOr if, or we know the mortality rate with COVID, right. If you have diabetes or you’re overweight, right? Your risks are much greater.rnrnDave:rnYeah. And what they’re finding, Greg, is everything starts, you mentioned diabetes, everything starts, they’re calling Alzheimer’s type three diabetes. Now, many of you have read this. That’s, what’s interesting about the audience I’m speaking to, some of you know this as well or better than I do. Some of you have never heard of this stuff. So, what do I mean by that? Let’s talk about sugar. Let’s talk about our diets. So, the two things I want you to focus on, those of you that are already diabetic, or pre-diabetic, you’re already looking at your blood sugar on a hopefully regular basis, a couple of times a year, at least, if you’re diabetic more often thanrnthat. And then, in addition to your blood sugar there, the other ratio that you just don’t hear about, that’s really important is your omega six to omega three ratio. And you hear about omega threes. You hear about taking fish oil and the challenge there is finding the right product, in my opinion, and I’ll share one in the notes that I share with Greg and team here when we’re done,rnbut what’s happened is our diets are too much processed food. There is — and processed food is designed to live longer on a shelf. And it’s the omega sixes that are in processed food that make it last long. And that used to be more trans fats, hydrogenated oils. And, you know, the government’s figured that out and they’ve almost gone away, but what they’ve replaced the trans fats with our seed oils. So pretty much any product you pick up off the shelf, folks, you’re going to see the following: canola oil, sunflower oil, safflower oil, and while those oils can be okay in moderation, unfortunately now we’re getting bombarded with omega sixes and real quick, as I wrap this up, Greg, our ancestors, the cave men and women they’re omega six to omegarnthree ratio was one-to-one. It was literally equal. The average American today is about 25 to one omega six to omega three, because of our atrocious diets. I’m proud to say my ratio is four to one, omega six to three. So, I’m because of all the changes I’ve made in my diet I’ve made a lot of progress there, but that ha— so that’s something that helps you function at a higher cellular level. And then the sugar piece. You know, one of our nutrition speakersrnshows a slide of actual sugar cane, a sugar cane farm in South America. And you see these big stalks of a very rigid plant. You know, if you, Greg, if you wanted to go and chew on the husk of a sugar cane, it’s going to be healthy. That’s a healthy way to consume sugar. Unfortunately, as everyone knows, the white process product that too many people eat too much of, our body, wasn’t designed to process that. So that’s partly why, that coupled with another here’s another macro I want to throw at everybody. It’s called, the concept is called hormesis. Okay. And my exercise people and people that like to drink. Hormesis is what doesn’t kill us, makes us stronger. Okay. So, we know we can drink. If we’re bad, we can drink a fifth of alcohol, right? But a little bit of alcohol is good for us. A little bit of exposure to extremely cold temperatures is good for us. A sauna, a little bit of extremely high temperatures are good for us. The problem is, why am I talking about this? The problem is Greg, we were not designed as human beings to live 24/7, 365 at 72rndegrees. We are pampering ourselves too much. Okay. And that’s why we are developing—rnrnGreg: Wait, what do you mean by that? We’re pampering ourselves?rnrnDave: We’re constantly controlling our environment in a way that is dumbing down our bodies and dumbing down, our ability to perform, because of that our resilience is dumbed down. It’s no different than any other form of muscle fatigue. We have cellular fatigue because we don’t stress our bodies appropriately and frequently enough.rnrnGreg: So, it feels then, like in the last year with everybody wearing it, and we’re not having an opinion on masks or anything like that, but with really fewer germs and masks and that— are you suggesting that long term there could be a danger to that.rnrnDave: Well, it will. They’ve already said flu has gone down. The reason flu has gone down is because we’re not transmitting as much. The reason we’re not transmitting as much as cause we’re, we’re ameliorating with the mask. So, I’m very supportive of that. And here’s why, because, folks, everything I just described is where we are as a race, as humans. We’re all trying to be comfortable all the time because of that, our immune systems are compromised. Because of that, so many of us are susceptible to COVID. My suggestionrnwould be, and this will never happen because it’s — now I am going to — don’t — I’m not going to get, I’m not going to get, I’m not going to get party specific. This is, forget Republican, Democrat, Independent, it doesn’t matter. We are babying ourselves folks. We’re babying everybody. Everything’s free. Everything’s this, that. Now I’m here to help you. My, Greg mentioned, my mission in life, I’ll tell you my personal value proposition is to help people go to places and accomplish things that they wouldn’t have accomplished, absent our engaging together. And so, I get my juice out of life, helping people like you that are listening, try something new and make an improvement, make an impact. Okay? That being said, if we are not challenging ourselves, if we are literal couch potatoes, cavemen didn’t have air conditioning, folks, cavemen didn’t have heaters. And they aren’trnour too far distant ancestors. And because of that, the body wasn’t made to be constantly comfortable. If the body’s not challenged, much like a muscle it atrophies. And that’s where these inflammatory diseases, because that’s what we’re taught. When we’re talking about heart disease, cancer, Alzheimer’s diabetes, bad is cellular information. That is the driver and the precursor of those afflictions. rnrnGreg: We were talking about diet. So, as you were saying that, by the way I was Googling, I wanted to Google ‘new diets’ and here’s the confusion, right? So, people are like, okay, I’m in, I’m going to go figure out what to,rnand not to eat. When you Google like new diets, smoothie diet, best diets of 2021…rnrnDave: Keto, you’re going to see keto in there.rnrnGreg: And so, you know, and then it’s like omega three, omega sex, like — dumb it down for us.rnrnDave: Okay. Start by assessing. Everyone’s different. Remember I told you, I’m not gonna, I’ll tell you what Dave does, but you’ve got to figure out what you need to do. So do a Viome test or another, that’s a gut health test, do a food sensitivity test. And I’ll share with you some of the ones that I’ve done there, Greg, that I like. Do a DNA test. I’ll share with you the two DNA companies I like best are actually out of Toronto. Now we’re getting into more, you know, that’s a more expensive, that’s going to cost you a few hundred dollars. But I think the listeners in this call are willing to invest in their health on a long-term basis. So, what you’re going to learn from that is—so I know I’m jumping around.rnrnGreg: No but, so the output of that is a normal person with normal knowledge will have information that they can act on?rnrnDave: Yes. Because the companies I recommend, there’s a consult that a physician will do with you that will interpret the report and the data for you. Very great question. Very important, because left to your own devices, folks, you’re only going to get so far. So, let me give you some examples. Okay. This is about, it’s not about you. I don’t have the gene that converts sunlight into vitamin D. I don’t have the gene that converts beta carotene into vitamin A. So, I can eat all the carrots I want folks, I don’t get, I get fiber from them, but I don’t get vitamin A from them.rnrnGreg: You should have stayed in Pittsburgh, my friend, we don’t get sunlight so—rnrnDave: Yeah, yeah, I know. I’m wasting all this great sunlight down here. But see, I wouldn’t know that. Now the normal blood test didn’t show me as vitamin D deficient. When I did further, this further SpectraCell laboratories food sensitivity tests, that’s what told me that I was vitamin D deficient, by the way, that test, SpectraCell lab laboratory tests also will give you a, a measurement for your immune system health. And I have, I have a stronger immune system than a 20-year old. That’s, all this stuff, all this biohacking that I do. So, I know we’re rambling, Greg, but that’s why I think the solution part of the solution— I’m going to be clear: part of the solution is not just masking to protect yourself from COVID and other viruses. It’s boosting your immune health. Okay? Because it, my immune system strength, I’m going to process this virus a whole lot differently than somebody. And we all know, we know it’s overweight folks, it’s diabetics, it’s people with heart disease, it’s people, cancer, it’s people with other inflammatory conditions that have compromised their immune system that are most susceptible to COVID.rnrnGreg: Okay, good to know. So cellular performance, get tested. You can biohack and it’s gonna, it’s going to increase your immune system and seek out a functional medical practitioner.rnrnDave: Yeah, now the diet—rnrnGreg: And diet. And you’re done.rnrnDave: And back to diet, a couple of simple macros: eat whole foods, eat — not at Whole Foods — eat whole foods. Now here’s the thing about COVID since a lot of us are staying home, if you remember the beginning of COVID, one of the real huge benefits of the beginning of COVID was they were giving away raw fruits, vegetables, live food, because they had too much of it. That would have been a perfect time for people to start to develop these habits. So, eat whole foods. If you’re going to eat a bread, make it something like arnsprouted grain bread. There’s my market. I go to a sprouts market. I buy a sourdough bread that has three ingredients. So that’s another, I mentioned those oils earlier. I want those, omega sixes I want you to stay away from. If you eat a whole foods, a bread isn’t a whole food. It’s processed because the grains are processed, but at least eat a bread that has as few as ingredients as possible or make it at home. Okay. But otherwise, try to eat whole foods.rnMeats, real quick, Greg, I’m just giving you the best of the best, everybody. I want my peeps from Pittsburgh to have the best. I do not buy chicken. If you want to read a great book, read a book called The Dorito Factor. You’ll learn more about chicken than you ever wanted to. Bottom line: even the organic chicken at the grocery store is not the best chicken. And the best chicken are pasture chickens, the best eggs, by the way, in your grocery store, I’ve been to Pittsburgh. I’ve seen them. You have ‘em there.rnrnGreg: Oh no, wait a minute. So I was in, so I go to the grocery store, like maybe not often, I’ll leave it at that. And I’d walked by the egg counter and I just stood there 33 different types of eggs. And I’m like, when the hell didrnthis happen, we had 33 eggs. And then we hired a nutritionist, Lori and I hired a nutritionist. She was fabulous. But so, she had very, so she also said on the meat, is it grass-fed that is better?rnrnDave: Yes. Grass-fed, grass-finished. It’s all about what your animal consumes that makes up their bod composition, folks. And it’s also their environment. So, a free range cow is a happy cow and they’re a grass eating cow. So, look for grass-fed, grass-finished in your meats.rnrnGreg: I grew up in Johnstown though, I got to tell you like the typical person listening to this, you know, the kid from Johnstown and he’s going like, okay, this is crazy! Like, we’re like, but you’re saying it isn’t a fad. It isn’t, this is real.rnrnDave: Greg, Greg, I did this when I was home in Pittsburgh, and I stayed with my sister up in Cranberry and her husband and their family. And I bought, I had my own food shipped in from Whole Foods not to be condescending. I, I didn’t want to eat their food, you know, I want to provide for myself. Well, the eggs I wastelling you about they’re called Vital Farms. And on your carton rnof Vital Farms eggs, you can go on Vital Farms website and see the chickens that you’re eating the eggs from. They’re out and about foraging andrneating a traditional chicken diet. They’re not in coops. What is, what is the definition, Greg, of free range? So, you see free range, that was what I used to buy. Free. Right? Free range. Sounds great. Doesn’t it? Free Range sounds like the chickens are free in the range. You want to know what to— go Google it, folks. Okay. Literally there isn’t really a standard. And the minimum standard in the industry has become the door of the chicken coop has to be open for five minutes a day. Okay.rnrnGreg: So, it feels like so many things in our society. And I don’t want to get political with it. We’re being, we are, we are like on food, we’re being duped. And I’m telling you, we hired this nutritionist and at Confluence, wernshould get a nutritionist for our clients. It’s something that we’re going to try to think about and work on over the next year. But it is so important, if we help people with their wealth, but their health isn’t okay, we haven’trnhelped enough.rnrnDave: Exactly.rnrnGreg: So, and I can tell you, when we hired our nutritionist, for anyone listening, if they’re saying, is this real? We did it with our nutritionist. We got in better shape. We felt better. And we, and my wife and I, we’re getting back at it because we did get off the wagon for a little bit. And you just feel, you just have more energy. You were saying for, your body’s a machine. How you just, you burn calories. It’srnrnDave: I fixed my gut. Yeah. I, folks. I’m 5’11. My, by the way, one of the DNA tests I took, I don’t want to diss it. It’s just not going to give you what the higher end ones will give you. I did 23 and Me. I’m 90% Italian ancestry, it says I’m supposed to weigh 210 pounds. Okay. Folks, I weigh 148 pounds. So, I have defied my DNA by all of the hacking that I do. I’m not starving folks. I eat everything I want. What happens when you work on your gut over time is your taste preferences change. And you really like whole foods. A couple of things, I want to button up the Vital Farms Eggs. Here’s, if you don’t believe me folks, this is what happened at my sister’s house. So, we’re up in Cranberry. I say, pull your eggs out, make yourself an egg. I’m going to crack my egg in the skillet. I’ll bet you 10 bucks my yoke is more orange than yours. And they were like, they didn’t want to bet me because they knew I’d win. And I cracked the egg. Well, guess what, they are. They now buy Vital Farms Eggs. It’s all these little things, everything that goes in your body folks, I believe you should try and find the very best, closest to the source, natural product possible, with the least ingredients possible. That should be your mission with everything that goes in your mouth. Now, Nancy and Irnjust spent Valentine’s weekend. So, everybody knows, I live a normal life. Nancy and I, Nancy is my wife. We just spent the weekend in Charleston, South Carolina. Any of you all know, Charleston, South Carolina, it is restaurant Mecca. We went out three straight nights. I, whatever the heck I wanted, I just eat good food. So, I ate a lamb burger, okay, versus eating the grade-A, you know, mass-produced meat burger. It’s those types of nuance decisions that I made. But I put Heinz ketchup on that burger folks. And some Heinz mustard, and some Heinz mayonnaise—rnrnGreg: Did you eat the bread?rnrnDave: I ate some of the bread. I don’t eat a lot of the bread and I would never, I would never eat a traditional hamburger bun on a regular basis. But do I, you know, did we have dessert? Did we have, it ends on the lastrnnight? Did I have a piece of pecan pie? Yes. So, don’t think, here’s the beauty. This is what I want to inspire you by, once you gut gets going. Remember when you were a kid, and I was up at IUP eating pizza, 10 everyrnnight and my gut could handle it. But over time I destroyed my gut and that’s why I had to work my way back. Folks. I don’t gain. I can go do that for three, four, five. We go, we’ll go skiing out west during the spring herernin a few weeks, I’ll drink beer and, and almost every night. And I’m okay because I don’t, my gut flora is functioning again at a high level.rnrnGreg: So how long does it take to get your gut flora functioning at a high level?rnrnDave: It depends. It depends on what you do, Greg. It depends on how disciplined you are to putting the right food, figuring out, figuring out, doing the assessments. Number one, everybody’s different. So, you all start tornfigure out what’s best and worst for you. And then, you know, the answer, Greg is, just like financial planning, if you’re disciplined to the right approach, you’re going to have the results sooner. If you’re not, if you’re back and forth, it’s going to take you longer. By the way, we completely, a lot of you know this, or have heard this. We completely replace our entire body at this cellular level every seven years. So, at the very least, if those of you stay disciplined, you will be a completely different operating mechanism in seven years. And you know, gradually along the way.rnrnGreg: Yeah. So, when we had our nutritionist, it was a three-month thing. And so, what the first month was a lot of education, second month, you know, we didn’t, we ate by the book a hundred percent of the time. And then after that, you know, if you ate 85% of the time, if you eat, what’s good for your gut. We had a lot of results. We’re going back to it. And I’m going to tell you, for anybody listening, it sounds complicated, but it’s not, it’s not. Once you, right, once you start learning how to make good decisions—rnrnDave: Eat whole foods, folks, eat whole foods and eat the best quality produce. Hopefully we’re going to get it. Buy European when you can. I hate to say that, I’m American. I love America. Oh, by the way, here’s a wine hackrnfor you. For those of you that like red wine, everybody get their notepad out. The three countries that still produce wine to the old world standard are New Zealand, France and Italy. And I know we like to poke fun at the French. They aren’t the best allies at times, but folks, trust me. If you drink wine from those three countries, for instance, my wife is not a big red wine drinker. And I said, try a bottle of valpolicella an Italian bottle, one of these nights, this past weekend. And she said, it always gives me a headache, no headache. Also, there’s another product called Drop It that you can get on Amazon. And especially if you’re going to drink an American wine, I love Napa cabs, but they can have a lot of tannins, right. But a couple of drops ofrndrop it in your wine, your red wine, especially if you’re going to have more than two glasses. And the next day you will notice a dramatic decrease in your headache. So, there’s a hack that all you wine drinkers will say, gosh, I’m glad I listened to that podcast. That’s awesome.rnrnGreg: Okay. But wait a minute. So, this was a good transition wine. With wine, we’re going to get into sleep. My understanding is, when you drink wine in the evening, it does a great job of putting you to sleep. But then atrnabout two in the morning, the sugar kicks in and that’s why you go to sleep okay. But you tend to wake up a couple hours later when the sugar kicks in, true.rnrnDave: You probably can anticipate what I’m saying. It depends on how much you drank. It depends on what kind you drank. It depends on when you drank. It depends on what you consumed it with. Here’s the bottom line: you’ve got to measure your sleep. Great transition, Greg. I was plenty, a perfect time to get into — how many of you can tell me, last night, I can pull up my data and tell you exactly how many minutes of deep sleep, REM sleep and regular sleep I got. Exactly when I went to sleep, fell asleep. Exactly when I woke up.rnExactly when I woke up to take those breaks. You’re talking about — I take typically one, sometimes two a pretty much dependent on how much I drank or if I drank. But you folks you have, so let’s move into sleep. Number one, measure your sleep. Now, if you could see, that’s not my wedding ring, this is my wedding ring. On my left hand, zoom does an exact replication. So, it looks like my right hand. This is called an aura ring. So, there are two devices that I recommend. Once again, no compensation. It’s spelled O-U-R-A, the Ourarnring or the Whoop, W-H-O-O-P band. I think it’s two O’s. I don’t own that, but I know they are the only two devices today that include heart rate variability in what they measure, and heart rate variability is the most cutting edge measurement device barometer. If you will, of how you are, health-wise at a cellular level. So, it’s not that you can’t use the Apple Watch. It’s not that you can’t use, you know, I used to have a Fitbit Charge. They will give you some sleep data. I’m okay if you start there, but here’s what I want you to do. I want you to start to track how much deep and REM sleep you get.rnrnGreg: Dave, I have to tell you, I heard you. You gave me this recommendation. I don’t know, year or two ago. And I went and bought one of the rings and I only wear it, I only wear it at night. It’s fabulous. Like, like when Irnwake up in the morning, I immediately look at how much deep sleep, I think last night I was at 39%. So, I, 39% of my goal, I guess it was. So, I look at, I look at, I mean, in that bar chart at the bottom, I look at it, I look at it every morning. Can’t recommend that enough.rnrnDave: Was your, are you saying your sleep score was 39 last night?rnrnGreg: Well, I’m going to pull it up. I’m saying, hold on. I’m going to pull it up.rnrnDave: All right. Let’s compare. We’re going to have contest. Here we go.rnrnGreg: No, I lose. I lose. I lose. My no, no, no. Wait a minute. I got there. There’s everybody’s different. First of all, Mr. Patchen, first of all, everyone’s different. Second of all, my daughter, I was seven hours and 40 minutes.rnrnDave: Okay. That’s good.rnrnGreg: My time was in bed was 824. It’s pathetic. My time, my total, yeah, my efficiency was 91. That’s good. My restfulness was good. My REM sleep was two hours and 18 minutes.rnrnDave: That’s very good.rnrnGreg: My deep sleep was bad. That’s the one. It was only 32 minutes.rnrnDave: And that’s the one I have challenged with.rnrnGreg: Me too!rnrnDave: Yeah. So last night, I was at eight hours, 34, total, 228 REM, 121 deep. So last night was a very good night. I can have nights where I don’t do as well on deep. Alcohol. Really folks, is why you got to start to measurernsleep. One of the things is it’s hard when you love, and I love red wine. So, it’s, it’s hard to not— Or if youlike a martini or, you know, I like a bourbon rnhere and there, but it’s easier to stop that or to lessen it, mitigaternit. If you start to see if you’re measuring something, you’re just have more of a drive to try and take actions. So—rnrnGreg: But in addition to all that, isn’t it important also to have the same—rnrnDave: Yeah. The circadian rhythm.rnrnGreg: Yeah. So, like, I go to, I mean, last night I went to bed at 8:58 sort of pathetic. But I go to bed by nine, most nights, I got up at 522. So, I, but I’m within that. I mean that tonight I’ll go to bed at nine plus or minus fivernminutes and I’ll get up around the same time. And there’s something to that, correct?rnrnDave: It’s huge. Yes. Very much so. So, so let’s get into my favorite sleep packs. First off, same time and the brain will help you with that. The ring, my ring tells me my ideal bedtime is between 8:45 and 9:45 PM. And it willrntrack that on an ongoing basis. So, it tells you when to go to bed, dark room, cold room. Now here’s the thing.rnrnGreg: And when you say dark, you mean dark.rnrnDave: I mean, no light whatsoever. If you’ve got to wear that, one of those masks around your eyes, wear it. If you do that, you’ll see you actually get more deep sleep. So, let me just ramble through these and people can rewind it and listen again. So dark room, cold room. Now the cold room’s really important. The ideal sleep temperatures, 65 to 67 degrees in Florida. We can’t crank the AC down to 65 in the summer. It’s 90 degrees down here sometimes in the summer. So that doesn’t work. So, there’s a product I highly recommended. It’s funny. My wife didn’t want to get this product, but now all of her tennis friends, all of her girlfriends now own this product called a ChiliPad. ChiliPad has another product called the OOLER. And what these products do is, each of you, husband and wife, will have a pod. We have a king-sized bed and my pod is set to 64 degrees. Nancy says, actually, she’s has it set to 62? Cause she wears pajamas at night. I don’t. And it circulates cold water under you. It’s like a mattress pad that you sleep on, but it circulates cold water. Now you’ll see folks. My deep sleep went up 20% on a 90-day comparative side-by-side basis after I got the ChiliPad. So worth looking into once again, I don’t get, I don’t, I don’t get any money for you buying it. I’m just telling you if you, especially women that are going through the, you know, we’re mid-fifties, Nancy and I are 56 and she was going through the life change. The last couple of years, it’s been a game changer for her sleep. As we measure of sleep. So, dark room, cold room, another one, really important for REM sleep, folks, is blue light. You got to get the blue light out of your life. And blue light comes from the screens that we look at and they’re beautiful screens, your iPad, your iPhone, your smartphone, your TV. Most of these devices either have blue light minimizing built-in tools that you can adjust. Like people look at my phone, they say, it always looks pink. People say, do you want your phone to look like that? I do. I want to block blue light all the time. The resources I’m going to share. I have a pair of amber shades that I put on my glasses at night when I watch television that tells my body, it eliminates the blue light. The blue light comes from fluorescent lights as well. Almost all the lighting we have, LED lighting, which is the rage in some of the new homes some of you just built, is terrible for your circadian rhythm. So, after the sun goes down, and that’s later in the summer, I get that. That can be nine o’clock in the summer. But during the wintertime, after five, six o’clock when you start to want to relax, folks, I want you putting some form of blue light blocking in place. What that’s going to do, Greg, is allow you to get more deep sleep. And here’s, what’s important about deep and REM sleep folks: you get deep sleep the first couple of hours you’re in bed. And these are by the way, these aren’t just for Dave, they’re for these are general rules about sleep that apply to 90-some percent of the population. But when you start to measure your sleep, you’re going to see your deep sleep early and your REM sleep late. So. Greg, one comment, if I may, on what you said about your sleep. Nine to five is okay. Especially if you’re falling asleep, when you go to bed at nine, I can live with that. Okay. What, here’s what happens though, with a lot of people, and by the way we said, we were going to share some personal thing. I lost my mom to Alzheimer’s in September of 2018. And she would fall into this category where you wake up at 4 or 2:30 or 3 in the morning and you never go back to sleep. Here’s what happens. And I wish you guys could see my screen. You’ll see. I wake up. Sometimes I’m actually awake, so are many of you, for an hour, hour and a half, in the middle of the night. I’ve trained myself to meditate. I’ve trained myself to turn my mind off and Irngo back to sleep. Here’s what happens when you go back to sleep, you get almost pure REM sleep. Those last, that last hour or two. So, Greg, if you pick a day that you go, you go back to sleep or sleep a little later, you’re going to see that it’s almost entirely REM sleep. I’m going to see if I can look at last night and look at the big, you see the white, that’s when I was awake. But look what happened at the very end of the night. You see that solid light blue line for an hour. I told you I got two hours and 21 minutes of REM sleep. An hour of that was the last hour that I helped myself go back to sleep. So, point, bottom line, do not get up in the middle of the night andrnplay with your smartphones, folks. Turn on the TV, teach yourself breathing techniques, which has stuff— if the people like this call this is the podcast Greg, and they want me to come back, and they have stuff theyrnwant me to cover it’s, I’m happy to go deeper on any of these topics on how to—rnrnGreg: Yeah. So, I appreciate you saying that. So, if people are interested, we’re going to go over some more stuff, but if people are interested, you know, we’d love to give Dave a reason to come back and visit his family. So,rnwe would be happy to do, you know, a meeting in Pittsburgh where we share some more information—.rnrnDave: Yeah or do a live event.rnrnGreg: We can do some more Q and— yeah, live event where we do more Qu0026A.rnrnDave: Yeah, exactly. We’d love to do that. Great excuse to come home.rnrnGreg: Yep. This isn’t just about how I want to feel rested. The next day sleep is really important, right? I mean, you know, you, and I’ve talked about this rnbefore some of the benefits of sleep, you mentioned them all with Alzheimer’s, you know, just, you want to talk about that a little bit?rnrnDave: Yeah. It’s, it’s everything. Sleep and especially deep sleep REMs, really important. REM’s really strong for brain health and cognitive function. And then deep sleep is really helpful for a, from a muscular recovery standpoint, if you work out, it’s really important, but also testosterone and hormone balancing, that’s what is really important about deep sleep. And what happens is people are taking a lot of drugs. I’m not going to have time to get into things like statins. And that’s why I’m not a doctor. You have to take your statins. If you’ve got a blood pressure issues and cholesterol issues, I get that. But those drugs impact your sleep and specifically your deep sleep, why your testosterone goes down and becomes a vicious cycle. So, try some ofrnthese things. I have a magnesium product that I like. Magnesium is the sleep mineral. It’s worth trying. That’ll also help you get a deep, into deep sleep as well. But yes, it turns out that breathing is the first thing that ifrnit’s stopped you die, but actually sleep will lack of sleep will kill you before even lack of water will kill you. That’s how important not only sleeping is, but the quality of your sleep is. So, the more you can learn about it through measurement, the better you’re going to be able to start to have it.rnrnGreg: Thank you. So, so measure it. And there’s some things you can do to improve it, but you don’t know if you’re going to be improving it until you know where you’re starting. So and I’ll tell you at first, you know, when yournfirst get the ring and you start, it’s frustrating because, you know, you just, you just realize when I look at it, it was frustrating, realized I didn’t have much REM. I didn’t have much deep sleep. I was up, I saw, I saw Dave knows what I mean, but there’s a bunch of white on my phone in the morning. But if you don’t know where you are, it’s hard to improve. So, speaking of sleep and here’s another transition, a group of us in Pittsburghrnhave been working of getting together on mental health. Mental health is an epidemic. I think COVID clearly has brought it to the forefront and has potentially, you know, even made a difficult situation, more difficult.rnSo, a group of us were at Western Psych in Pittsburgh and we were talking to them and we said, okay, so, you know, what are some of the things we can be doing? And, and I’ll never forget the physician looked and said, you know, one of the things we’re realizing how important sleep is to mental health and I’m like sleep, we’re talking about sleep. So, but there’s a lot of other advancements that have happened. In fact, one of the physicians at Western Psych at Pitt said to me, one of the challenge, one of the challenges is there’s there’s new treatments, but they’re not, he was so frustrated, that the treatments are not getting to the patient. It’s just not getting there. So, do you want to talk about mental health in general and some of the advancements that have happened?rnrnDave: Yeah. So happy to. And happy to and sad to. And I’ll start off by you know, sharing the, the tough thing, the elephant in the room, as it relates to mental health. Everybody out there and I, I want to make sure I don’t getrnemotional here. Nancy and I lost our 21-year-old son, Ben to suicide October 5th of 2019. So, this is a topic that when you go through that, is near and dear to your heart. And Ben’s one case. We have, as Greg said, unfortunately, hundreds of thousands, maybe even millions of people suffering now. COVID’s exasperated some of that. The things I’m talking about, folks, gut health and sleep, diet, alcohol — are all big drivers. Ben was a hockey player. There were concussions involved. He was never a good sleeper. So, his brainrnwasn’t repairing, you know, nicotine was involved. He was smoking marijuana. I mean, these kids today, folks. And then the other one, what did I say earlier?rnThese kids — and some of you adults, you’re on your phones all the time! Here’s the thing, Greg. I was thinking about this in anticipation of our time. What if you decided you were going to develop a product for all of humanity that basically would ruin their posture, ruined their neck, ruin their shoulders, ruined their hands, ruined their eyes, impact their sleep, and you’d charge them a hundred bucks a month to subscribe. How many of those you think he could sell? Well, folks, that’s a smartphone! You want to talk about a pandemic. That’s a pandemic, and young people, one of the times our son moved out of the house was me waking up, I told you I wake up in the middle of the night, at three in the morning and coming back to our media room andrnseeing him gaming at three in the morning. Okay. All of these things contribute to brain health. And what happens with mental health is the brain is not functioning properly. And so, what I would share — if I knew, then what I know today, I love, there’s a book called ‘The End of Mental Illness’ by Daniel Amen, A-M-E-N. He, in my opinion, this is Dave’s opinion, sorncheck it out. If you have a loved one that’s suffering and they haven’t had a SPECT scan by a Amen-trained physician, I would highly recommend that be part of your protocol for diagnosing and suggesting treatments. The other thing I would ask your mental health practitioner, if you are down the road on this, with loved ones that I was not able to do, but I would do today is, they’re making, I know it’s going to sound crazy for some of you that haven’t read about this, but many of you have, they’re making great inroads with psychedelic drugs and mental illness. It’s hard to say mental illness once you read Daniel Amen’s book, by the way, because he, he makes it clearrnthat that is, it’s a slanderous description of the affliction. And what I mean by that, what he means by that is, you know, if you have a problem with an organ, they go in and they look at the organ, they do an MRI. They do a, you know, they do an x-ray. They they’re always checking it. And then trying to treat that organ with mental health, what you’re going to learn, the more you dig into it is the protocols for diagnosis haven’t really changed in the history of the study of mental health. And so, getting a look at the brain and trying to figure out exactly what’s wrong based on what’s going on with the blood flow in the brain, goes a long way toward knowing how to treat it. But back to the psychedelics, low-dose LSD, there’s a drug called ketamine thatrnthey’re having great results with. What’s another one that— MDMA so know that there are a lot of alternative treatments and what they’re able to do, so many times trauma is behind, and there was some traumatic, unfortunately experiences in my son’s life when he was a little boy. And that stuff that he couldn’t shake even through multiple therapists. And what trained, I want to be very clear, what highly trained therapists and doctors with the psychedelics are starting to represent they can do — you see me measuring my words — is that they can help almost erase some of the, some of the past events in the person’s mind that are causing that PTSD, if you will. Sornplease check this stuff out. Folks, your loved one is still alive. Mine’s not. I’m just sharing with you from myrnheart. What I know is showing progress and promise today. And I would just highly encourage you to check itrnout.rnrnGreg: Dave, I’m truly sorry for your loss. I know everybody feels it when you said it on the phone, our heart went out to you and sorry for your loss. I will tell you, you are a, you’re an inspiration seeing the passion that you have to try to change the end of other people’s story. And hearing you tell the story. I can just, I mean, you and I can see each other. People can hear it in your voice, how you really are working to bend the curve on mentalrnhealth. And I agree with you, it’s a, there’s, there’s a stigma involved. You know, people say like that you commit suicide. No, you didn’t commit, right. It’s a health issue. And you know, they call it behavioral health. And I heard you say, it’s, it’s why not, why don’t we call it mental wellness? We are blessed in Pittsburgh to have wonderful resources. It’s a little bit fragmented and it’s hard to it’s hard to know where everything is, the group that we’re working with. One of the, one of the things we thoughtrnabout creating (and we’ll see if we get it done, we’re trying to figure out, you know, what’s the biggest impact we can make) is an app where if, you know, if you have a loved one, that’s going through an acute moment, it’s actually hard to know where to go. The resources are there, you just, they’re just not organized. And so, in Pittsburgh, one of the things we’re thinking about is an app. But the good news is, there is help on the way, and with people like you, with education, and you know, a lot of the research that’s being done,rnsomeone that is suffering a mental health illness today, you don’t have to live with this forever. They don’t say that about any other illness. It’s incredible to me that, you know, there’s always hope that there’s a curernor a treatment that can make things better. And they’re coming.rn rnDave: No, and unfortunately the drugs that they do prescribe, you know, that, that certainly seemed, seemed to, in fact, there might be a practitioner listening to it. Hey I’m just telling you what happened that that probably, itrnlooks like it exacerbated his specific case and situation. So that that’s, some of the best concussion work in the world is done out of Pittsburgh. You guys have really great resources there around brain health as a whole. So, tap into them, ask the questions. What are you doing with psychedelic drugs? They will know, trust me. They’re not going to look at you sideways. They’re going to be able to, hopefully they’re going to say, I’m glad you, I’m glad you brought that up. Here’s where we are in our approach with those types ofrndrugs. Okay. And same with the SPECT scan. I’m sure your concussion labs already have a tool like that, but it should be used for cases beyondrnconcussion, and stay close to the people. You know, it was so, every situation is unique and different. And you know, our son — it is an illness. They do get sick and they’re not their brain isn’t working. And they’re not thinking rationally and logically. And so, you can’t listen to them is the last thing I’d share with everybody. You gotta, sometimes with your kid, you just got to trust your own gut, and you gotta, you gotta do what you gotta do. And we were scheduled to go out there the weekend before it happened. And the therapist told us to stay away. And, but the reason, I don’t want to pick on therapists, folks. The reason the therapist told us to stay away was because Ben was saying that I was going to kill him. And, you know, that therapists have to protect their patients. We should have just gone. Okay. We should have just gone. And I share that with you, because maybe you or someone, you know, is struggling with this, and you have an instinct. Go give it a shot. Don’t think that we’re overly second guessing. There’s reasons we didn’t go. We listened to the therapist, but I have an opportunity through my pedestal here as, as a public speaker for Raymond James to share my experiences and hope somehow, some way they can help you. And say a prayer, say a prayer for my son, please. It does, it does mean a lot to me. It means a lot to us. And I’m praying for your loved ones that are suffering through this. Thank you. Sorry, Greg. I’m okay.rnrnGreg: Thank you so much. And we certainly will say a prayer for your loss and just thank you. You make a difference in other people’s lives and we just really appreciate it. And, you know, when you first introduce things like, you know, the immune system and sleep and diet and mental health, they sound like bullet points, but they’re bigger than that. They’re literally things that’ll change people’s lives and they’ll change outcomes and they’ll change the happiness in our lives. And I can tell you I’ve had a lot of podcasts andrnconversations, but when I speak with you, it’s moving, and I just can’t thank you enough for the difference you make in people’s lives. And our prayers are promised. So, we appreciate—rnrnDave: Thank you. Thank you. I appreciate that. And what you’re talking about, as we wrap up is, what’s now referred to as ‘health span.’ Everybody knows. I hear some of you on the call saying, I don’t want to live to be fill-in-the-blank, a hundred, 120. It’s not the point. I know what everyone wants. What everyone wants is to have as many years where we feel great as possible. And that’s what we talked about today is going to help you. You work on your sleep, you work on your gut, you work on your diet and you help those connect those with resources from a mental health standpoint, you’re going to feel better. And you’re going to have a longer health span, which is really at the end of the day all any of us can ask for. So, hope everybody got somethingrnout of this. I’ll share some resources with Greg and team that he can share and anything that you have interested, interest as Greg said, in me doing this again, we’ll talk about an opportunity to try and do that. I’d love to do it in person.rnrnGreg: Dave, we appreciate you. You’re a game changer. God bless.rnrnDave: Thanks, Greg. Same to you.rnrnGreg: Thanks for listening. If you’d like to hear other subject matters that may be of interest to you. Please check us out at ConfluenceFP.com/podcasts.“Imagine That” Confluence Financial Partners.

    This session was recorded on February 17, 2021.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

    This podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.

  • A New Model for Private Schools | Episode 12

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    The value of a strong educational foundation cannot be overestimated. For parents looking to provide for their children’s future, there can be no better investment.

    Join host and Partner of Confluence Financial Partners, Greg Weimer, as he interviews Gloria Hudock, Father Mike Caridi, and Harmony Stewart — three board members of South Hills Catholic Academy, a new option for Catholic education in the Pittsburgh region. You’ll learn about SHCA’s unique educational model as a financially independent non-profit organization and the need they hope to fulfill in our region. For anyone interested in educational alternatives — or the amazing things that can be accomplished with the right planning — this is an episode you need to hear.

    Confluence Financial Partners — A New Model for Private Schools | Episode #12rnrnThe value of a strong educational foundation cannot be overestimated. For parents looking to provide for their children’s future, there can be no better investment. Join host and Partner of Confluence Financial Partners, Greg Weimer, as he interviews Gloria Hudock, Father Mike Caridi, and Harmony Stewart — three board members of South Hills Catholic Academy, a new option for Catholic education in the Pittsburgh region. You’ll learn about the accessibility of a private education and how SHCA is filling the opportunity gap in Pittsburgh.rnrnFor anyone interested in educational alternatives — or the amazing things that can be accomplished with the right planning — this is an episode you need to hear.rnrnGreg: Catholic schools provide over $24 billion a year in savings for the nation. Imagine that.rnrn(SOURCE: National Catholic Educational Association, 2020)rnrnGreg: This is Greg Weimer from Confluence Financial Partners. Welcome to our podcast. Looking forward to today’s discussion. We’re going to develop three different thoughts. We’re going to talk about the current state of education. We’re going to talk about the real need in lower income communities and the opportunity gap. That would be two. And then three, we’re going to talk about a unique solution that’s coming to the forefront in Pittsburgh, in South Hills Catholic Academy. So they’re the three things we’re going to develop and talk about today. And we’re very fortunate to have with us three guests, and rather than do like a formal introduction thing, I think it’s interesting, because I know all of you a little differently, but I’ve known all of you, you know, different amounts of time also. So, we’ll start with Father Mike Caridi. You and I met, father, when then you were the pastor at St. Louise and then went to St. Anne. And then now it’s what, St. Paul of the Cross, right? Which is St. Anne and St. Winifred’s . So, I always thought highly of you at St. Louise and thought you did great stuff there. So I’m looking forward to you participating in the conversation. And then Gloria Hudock — how do you introduce Gloria? I mean, you experience Gloria! So Gloria makes stuff happen, but her roots and her passion are in education. So Gloria is the one that really got me involved in thinking about education differently. And so Gloria and I and our families have been friends for a long time. And she has a background in education and has been a real force with starting this new school and then Harmony Stewart, I knew of you before I knew you. And you’ve made, I don’t know that I ever told you— So our daughter, Elizabeth, our oldest daughter, she came to St. Anne’s twice to observe, student teach, shadow, whatever the kids do from Duquesne. And I remember her saying, you can’t believe what the principal and Father Mike are doing down there. It’s incredible. And she was all fired up about this experience she had at St. Anne. So then when we met, I said, Oh, we’re starting this new school. It’s really cool. The principal is going to be, and it was like, she’s a rock star! So yeah, so I knew of you. So now Harmony is very involved in school and is going to be, is going to be the principal of the school. So we’re looking forward to that, but let’s back up because it’s a bigger issue than that, right? What we really want to do is talk about education. We can all talk about the future and where the opportunities are, but, you know, at the end of the day, it comes down to education. And so, you three have great experience in education. So, I would just be curious to hear from you, let’s level set. And I think we all agree that there’s great things about education going on right now. I have two teachers as children. I think teachers are heroes, the amount of energy they’re having to display to teach people right now, to teach children, is truly remarkable. So, teachers are great, and a lot of good things are happening, but to be fair, it’s not all perfect. So, let’s all talk about, if you guys could give me your view of the current state of education, what are the, what are the challenges right now in education?rnrnFr. Mike: Well, I, I would say overall, maybe a foundational or philosophical challenge facing education today, at least from our point of view, being a religious institution, a Christian, a Catholic school would be the fact that our understanding of knowledge, our understanding of truth is based in God. That all knowledge, all truth comes from God and leads somebody back to God. And so, in a Catholic school such as the one that we’re in the process of forming, there is an intentional effort in everyday life, in every aspect of school life to direct the children to God, so that every subject they’re learning, whether it’s mathematics or English or whatever it is these are truths, all that come from God. And so God becomes the ordering source or the harmonizing source of the things they’re learning. I think in, in secular education or public education, there has been an intentional effort to wipe God out. And so you have very well-intentioned teachers and well-intentioned students who want to teach and want to learn, and aren’t teaching certain truths, but that ordering principle, that harmonizing principle of God is lacking.rnrnGreg: Couldn’t agree more, but how has that changed over the last, I don’t know, 20 years?rnrnFr. Mike: I would say in my experience over the last 20 years, rather radically and rather rapidly, God has been taken out of education. And it’s created a vacuum that has been filled with other things that are actually antithetical to God. And so you have students learning subjects, learning truths that direct them to God, because he’s the source of them. But then you have all this social engineering that is actually anti-God and it creates a dissonance within the students and confusion to the students that they can absorb. And so they retreat, where do they go to the virtual world? And that leads to some of the things you were saying before. We began recording about the increased suicide rates, because there’s such tension within these kids that they’re learning truth, but then they’re being fed all this stuff that is anti-God and they can’t process it. And what makes it even worse? It’s worse for children that come from margins, children that come from poverty, because at least if you’re a kid and you’re gone home to a mom and a dad and a stable family life, that family unit introduces you to God and kind of balances the dissonance you’re experiencing at school. If you’re immersed in poverty, your family’s broken, you don’t even have that to balance the confusion that chaos that they’re being nurtured on in school. And, and it’s, it makes it even worse for them.rnrnGreg: And I hear what you’re saying. You’re not, you’re not saying Catholic. You’re saying, God, you’re not, right? It’s having a faith. So, we digress a second, this is about children, but I also was involved in an organization that is a mission for homeless people. And the first thing they thought, to get better results, they needed them to get attached to a religion.rnrnAnd once they got attached to a religion, the results improved. And I know you, weren’t saying Catholic, you were saying how they have a faith, but here’s some statistics on Catholic: 99% of students who attendrnrnCatholic high school graduate. Of those, 86% attend a four year college.rnrn(SOURCE: National Catholic Educational Association, 2020)rnrnSo, when you think about that, what you’re saying and from your seat, I think, I don’t think anybody wants to be surprised that that came from Father Mike, but it’s also statistically correct, that it helps get outcomes, better outcomes.rnrnGloria: And there are better outcomes for children that do attend a Catholic school, whether they’re Catholic or not, they embrace something they’re not forced to go to mass— they go to mass, it’s a part of their day and part of their curriculum, but other faiths benefit from a Catholic education also.rnrnGreg: And Father, you were sort of— Harmony, do you have anything to add? You’ve watched, you’ve watched— Have you always been in the Catholic school, did you also have different experiences?rnrnHarmony: I taught in public school as a teacher, and then my administration work has always been in a Catholic school, as a Catholic school principal. It’s just the order. Life is chaotic. The world is chaotic. Our kids leave our doors into chaos. That school day we have is all about order. And that order comes from God. Like Father Mike was saying, you know there’s natural consequences. There’s a higher power than us. And everything we do in the day is ordered towards God. And it’s just, you know, simple things with how we carry ourselves, how we interact with each other in the building, how our teachers present themselves, and you know, how they are able to relate to our students about their lives, and their belief in God. It just, it creates a calm, it creates a very centered— the kids are just, they’re just in a good state, a good state of mind when they’rewith us in, in the Catholic schools, in my opinion.rnrnFr. Mike: Having that notion of God or that ordering principle intentionally inserted into everyday life. Perhaps, this is just maybe a theory of mine, helps the children to assimilate the truths that the teachers are teaching in their subjects. So the information they’re receiving makes more sense when that ordering that harmonizing principle is present. And maybe that is, that’s what gives birth to the statistics that you just said for us.rnrnGreg: Let’s take this from a little different angle. Because we believe, you know, there, there’s important to have some faith and have, be attached to your religion, and it is part of education. But aside from that, when we think about education, right, when we think about what’s going on in education, whether it’s because of technology, whether it’s because of bureaucracy, right? Whether it’s, let’s talk about those things. Like when you talk about the bureaucracy, it’s interesting how much disagreement there is, whether the children should be going back to school right now or not. And, and, you know, I was mentioning to you guys before we started this podcast that a good client of ours from the west coast sent me an article, and it had, from Brown University, it had, in the study, there were 200,000 students, 63,000 staff members. And the infection rate with students is 0.13% of the students. And it’s only 0.24% of the staff. And for that, and I get how hard it is on teachers, because trying to connect with a mask on is, I watched some of my friends that are teachers, is brutal. But if you follow the statistics, right, the real risk to students being in school, isn’t that great.rnrnGloria: Today, Dr. Mark Siegel said there were 90,000, over 90,000 cases in one area of North Carolina. 32 came from 32 were in a grade school and elementary school. Kids need to be in school. It’s the safest thing for them.rnrnGreg: And that’s where the client from the west coast. She’s the one that showed me the statistics on how many of them are suffering mental health issues to the extent of actually taking their own lives. So, the crisis right now in health, in the schools, is a mental health issue more than a COVID issue. Why is that? Why is the bureaucracy because I mean, a lot of Catholic schools didn’t close, correct?rnrnFr. Mike: Correct. Well, I think well I’ll go back to my fundamental point and it might sound repetitive. You know, you keep hearing about let’s, let’s pour more money into it, pour more into it. No amount of money can make up for the abyss created by having a lack of God or forces antithetical to God in a school.rnrnGreg: And you’re not saying it has to be a Catholic school. You’re saying—rnrnFr. Mike: I’m saying it has to be a school that is, is not anti-God.rnrnGreg: Right, you’re not even saying they have to like be a Catholic school and pray. What you’re saying is you just — but having, being able to have a belief in God in the school shouldn’t be looked down on.rnrnFr. Mike: Correct.rnrnGreg: So you’re not saying like, you know, they should be promoting, or you’re just saying, if you’re not going to promote you shouldn’t criticize.rnrnFr. Mike: You shouldn’t promote social engineering that is anti-natural law and anti-God and anti-virtue. That’s my point. Today I was taking—rnrnGreg: Because there is an agenda right now.rnrnFr. Mike: Well, correct. The contrast couldn’t be clearer. Today, I was taking a walk on the grounds of a high school, public high school. And that school has been on hybrid since COVID meaning the kids, half of the kids go two days a week, half of the other, the other half go the end of the week. But now the teachers are on strike and there aren’t any kids going to school. Right across the street is the Catholic high school in total, full operation, which it has been since the beginning of the academic year. And to me, the contrast couldn’t be clearer there. When you have an organizing principle, it’s easier to organize. And so the church, Catholic schools, faith-based schools, have been able to get their stuff together and organize and present something because of that.rnrnFr. Mike: First of all, but also because they’re tuition-based schools and they had to figure it out. Because people weren’t going to pay to not send their kids to school. And so there was a financial incentive for faith-based schools, Catholic schools, to figure out a way to make it work.rnrnGreg: And is this new? I ran into this statistic, 30% of Catholic schools have a waiting list for admission. Did you guys know that? I didn’t. I was surprised at that. That’s according to National Catholic Education Association. And it is a new stat, it’s 2020. So, it’s not like it’s dated.rnrnHarmony: I think that’s a COVID stat, which is, I mean, it’s fantastic for those schools, but I think most of the schools in the Pittsburgh area, the Catholic schools all have wait lists. Because when the public schools chose not to come back brick and mortar, couldn’t make decisions, you know, push the school year back. Parents were uncertain of the year, parents work, they need their kids in a building. And a lot of those public school parents knew that the Catholic schools were operating five days a week, in person. With still COVID precautions, kids safe, spreading them out in the classroom, masks required, you know, things like not changing for gym class. So, parents felt comfortable with their kids in Catholic school buildings, but wanted them in person. So they ran, they ran to the Catholic schools, which is fantastic. And hopefully, those Catholic schools are doing something right this year and can keep those kids. Hopefully they had an experience, an experience like the one we’re talking of, and their kids are doing well and, you know, seeing a different side of their children perhaps, and want them to stay for the long term. But we’ll see. Time will tell.rnrnGreg: Yeah. So, another thing that’s going on in the current education, and I’d be curious, your views on this, clearly technology is blossoming. We’re all on zoom meetings all the time. I have an iPad in front of me. If I leave my house without my cell phone, I’m convinced I’m gonna, you know, I don’t know it’s unsafe. It kinda it’s like, I didn’t like to go to the yard without my cell phone. It’s not safe. What happens? So, technology is a big part of our lives. It’s a big part of our kids’ lives. We have to make sure we embrace that. But, and I don’t, and I don’t remember the book, you’ll remind me, it’s— Glow Kids. Do you want to talk about that and how we have to find the balance on technology?rnrnGloria: Well, technology is healthy, and technology is a good thing, and it has a place in many children are learning today because of technology because their schools are not functional. So, I guess it’s more of a, something is better than nothing. However, their dependence upon technology is the frightening part. It’s bad for them, for their eyesight. There are so many things that they’re exposed to. It’s not controlled. And technology is meant, in my humble opinion, in a school setting, to be an enhancement, not the sole curriculum and not the sole source. So, I think that’s where we have there’s, there’s an issue with it.rnrnGreg: So, technology is important, but less.rnrnGloria: Less technology, they need to be adept. And the world we live in, they need to have the skills to be able to function, to do spreadsheets, to do whatever they need to do to get it to when they go to, for us, I’m speaking from an elementary perspective, but they need to be ready to go into a high school setting where PowerPoints and all the different things that you do, in the world of technology, you have the skill. And there are certain — seeing the Mona Lisa we can’t take a whole school of kids to see the Mona Lisa, but you certainly have the resource. It’s a resource, it’s a fabulous, wondrous resource, but it is not a main source.rnrnGreg: Your advice to parents watching children from a different perspective, more or less technology at home?rnrnHarmony: Always less.rnrnGreg: Because I remember we were having this conversation in a meeting one time, and we talked about how, by the time the kids get at school, they’re technologied-out. And that’s, that’s when we were talking about, you know, how damaging it is. In fact, some, a lot of the creators of the technology do not allow their children to be using it.rnrnGloria: Using it, exactly. Well, you know, Greg, you think about the different things the kids experience, we talked about the increased suicide rate. You know, when we were younger, I’m of a certain age, when you’re younger, someone said something mean about you, or wrote a note that was unkind about you—rnrnGreg: We just said, nuh-uh!rnrnGloria: Exactly! And someone tore it up and threw it away. Now, it lives on. It’s an infinity. I mean, they take pictures, they post things. It goes to, where three people may have seen a nasty note, thousands of people can see it depending on where they post it. And I think our children suffer from that too. There’s no downtime. They are constantly on this social high that they have to meet certain things. They have to look a certain way. Theyhave to take certain picture. And that’s, that’s just not, the mind isn’t meant for that.rnrnGreg:Everything’s perfect on Facebook, right? I mean, so everybody else’s life is perfect. Then you start comparing yourself to this unfair thing called perfect. Like, I get cranky right now. I think everybody I know is in Florida. And I’m like freezing. And, but it’s probably like seven people, but I find myself getting angry at the world because on Facebook, no one takes, no one takes their picture when they’re in, like, you know, I don’t know, Bridgeville. They take their picture when they’re in Naples. Right? So, but kids, kids go through that. And it’s just really hard on kids. I remember my daughter saying in college, she was seeing everybody else having somuch fun. And then she was at a party and her friends, it was boring party. They jump up and they hug each other, take a great picture, then sit back down and getting bored. But everybody else that sees that, sees. So then you start comparing yourself to that.rnrnSo, I watched with my granddaughters, we have a four and a two so far, and one on the way. But we have a four and a two year old. And my daughter-in-law, I thought, was a little militant about this whole technology thing. She was like, no iPad! You know, it was like, we were giving them drugs or something. No, iPad. But now I will tell you, she was right. And now that I’m learning more, she was dead right. And I watch like, even when they watch Daniel Tiger, they go into a trance, right? And they’re not, they’re not as creative. And so, she has them doing different things. And so, we’d all think that the great schools have the greatest technology and it feels like great schools know how to use technology as a tool. Not as a vice.rnrnHarmony: Yeah, it drives me crazy when parents say, okay, well, where are you with technology? You know, it’s like, Oh, it’s so impressive if you have all this tech for our kids to be on. Tech is not teaching children. They’re learning nothing. And it’s, they’re learning through human interactions. You should be sending your children to school, not to stare at the latest, fancy tech screen that a school got a grant for and can brag and advertise how tech savvy they are. They should be learning from human interaction, interaction with their peers, interaction with their teachers, interaction with the great books they’re being exposed to, not to the tech.rnrnGreg: And, you know, we’ll transition now to the opportunity gap. And one of the things, when you think about education, there’s a significant, significant gap in the quality of education from school to school. Right? It’s really inconsistent, the results. So right now, you know, we could all talk about whether there’s, you know, how to address, you know, the lower income communities, how to address the opportunity gap. Like how do you address the opportunity gap? Because there is an opportunity gap, and I don’t think the answer is to change results after someone achieved them, it’s making sure everybody has the same opportunity. And so, right now, in some inner cities versus some suburbs, the difference in education is meaningful. And I’m going to put you on the spot, Harmony. I didn’t tell you I was gonna ask you this, don’t tell the end of the story. Don’t tell what happened. This’ll be, we’ll do this. And then at the end, we’ll give the, the grandfather that came in to talk to you… Because the solution is part of what we’re going to talk about next, but the challenge he was having?rnrnHarmony: So yes, I met a grandfather recently with the new academy, who you know, word of mouth, heard about our school, granddaughter, who he helps care for, because his daughter is a single mother who’s a waitress, works a lot of evenings and weekends. So, he helps with the granddaughter who currently is in preschool. She’s looking, they’re looking for a kindergarten program for her — and beyond. They would like her not to be in the city school system. They’re not happy with what they’ve seen from neighbors, friends, you know, whatever pulse points they have on that. They want her in a private school. You know, just calling around, thank God for grandpa, right? I actually got to meet them today and he’s a fantastic man. Anyway, we, he asked me, well, what’s your tuition rate? I’m calling around all the schools, some have them posted on their websites. You guys don’t have your tuition posted. And I said, well, that’s correct.rnrnGreg: We’ll stop there. So yeah. So then we said, no, we’ll share that in a bit because, so here’s what we got. We got, we got cause, cause it’s not just one grandpa, you multiply that. This is our nation. It’s a grandpa trying to find a school for his granddaughter and daughter is working hard.rnrnHarmony: Right, she can’t even look for schools for her own child. She’s just trying to keep it together.rnrnGreg: She’s a waitress or something. She’s a waitress. So, she’s trying to find — that happens everywhere. So right now, her choice is an inner city school.rnrnHarmony: Correct.rnrnGreg: And that is going to be a challenge, right? I mean, it hasn’t been a good experience for a lot of the neighbors. So, and when we think about options. So right now, if you live in a suburb, you have a choice: you have a really good Catholic school to go to, or you have a really good public school to go to.rnrnHarmony: Right. Times are tough.rnrnGreg: That’s a good choice. Times are tough. You go into the, you go into the inner city and you’ve got no Catholic school, because that’s where they all closed. Right?rnrnHarmony: Correct.rnrnGreg: And you have a public school that most, that they’re not getting the outcomes they should get.rnrnHarmony: Correct.rnrnGreg: And so that’s where, help me understand why school choice isn’t happening?rnrnGloria: I think, I think a compromise for school choice, as opposed to having, having your tax dollars sent directly to the school that you want your child to attend, at least give those families that have chosen a Catholic or private education, a tax credit for the tuition that they’re currently paying to a Catholic school.rnrnGreg: And say, if you make over X, you don’t get it. This isn’t like, say if you make over X, you don’t get it. But for that granddaughter and for that grandfather, they should have the same choices I have. And if you solve for that opportunity gap at that moment, then you wouldn’t fast forward and have CEOs of the Fortune 500 companies, so few of them being minorities. Like so few of them are minorities, it’s frightening. And it’s because of that opportunity gap and the inconsistency of the education. Fair?rnrnGloria: Absolutely fair.rnrnGreg: So, who’s doing the opportunity with EITC because I think we can help. It is amazing. I’m actually embarrassed that I didn’t know about the EITC a while ago, because the opportunity with EITC is a real, a great chance to help kids. You want to talk about what the EITC is?rnrnHarmony: EITC stands for educational improvement tax credit. It’s a Pennsylvania program. It allows folks basically to divert tax credits, tax money towards non-profits, especially schools, right, non-public schools who are educating their children. It’s a tax credit that and include a personal tax, a business tax, and there’s also various special taxes that our accountants are more privy to than we are. We’re not the accountants in this call, but basically the money becomes a donation to our schools. So, we approach donors, it could be somebody who owns a business, it could be somebody who just is at a certain income level and instead of the money that they would pay in state taxes, the state is allowing them to divert that money to our schools.rnrnGreg: So, someone, if someone pays $10,000 in state taxes, you could give $10,000 to a school, a private school, right? And then you could write off, if you commit to that $10,000 for two years, you can write off 10,000 or I’m sorry, $9,000. There’s a thousand dollars left. And then you write that thousand off your federal, make it up, say it’s 30%. So that $10,000 donation only cost you $700. Because it’s important that we’re hearing the right words. It’s a credit, not a write-off.rnrnHarmony: Correct.rnrnGreg: So that’s a 90% credit if you commit for two years. And then the other 10% goes to federal to be written off as a write-off not a credit. So, for every $10,000 you give it only is 700. And then you can look at that grandfather and say, we got it.rnrnHarmony: We got it.rnrnGreg: We got it. So that’s the opportunity and the opportunity gap. And so that’s the solution, as a nation, we need to come together and find. We need to solve for this education. Because I think the extremist, whether — there’s different ways to handle problems, you don’t flip over cop cars, you don’t burn things and you don’t charge the capital! Like for goodness sakes, there’s different ways of solving for this, and I think that’s a reasonable solution. So, let’s go to the solution that we’re talking about today, according to Stewart and Wolf, inner-city Catholic parents believe that participating in the Catholic school community represents an opportunity to break the cycle of poverty.rnrn(Stewart, Wolf, et. al, 2009)rnrnSo, you know, I think that’s, it’s just interesting, right? If we can, if we can bring a different type of education to those children in the inner city, we can really, we can, we can break that cycle. And that’s really the opportunity today.rnrnGreg: So, let’s transition to South Hills Catholic Academy. Because it’s just a really interesting concept that took me a little bit to get my head around. Because when Gloria came to me and said, it’s a Catholic school, it’s blessed by the Catholic Church. And then I heard the Bishop say what a great idea he thought it was. I thought, wow, that’s a really interesting thing. So, I went to Catholic school. That was part of the Catholic Church. This is a Catholic school very specifically that is not directly affiliated with the Catholic Church.rnrnGloria: We’re independent of the diocese, the business structure of the diocese, our dollars stay with our school and we don’t have to pay any tithing or tax to the diocese. And we are independent of them, of the diocese, but we are blessed, endorsed, supported by the Bishop.rnrnFr. Mike: The idea of the school really, it was conceived a couple of years ago. When Gloria was at church, she was at church saying some prayers, and we passed in the parking lot. And she had said to me you know, what do you think about starting an independent Catholic Academy in the South Hills, like they have in the North Hills? There was one founded in the North Hills, in the mid-nineties called Aquinas Academy. And so it’s been around in Pittsburgh for a while. It’s an independent school owned and operated by a board, not and operated by a parish or by a diocesan region, diocesan region. And that’s sort of where the idea took shape. And as the group gathered together and we saw what was out there, what was lacking in the southern city neighborhoods, the type of people that for demographic purposes, Catholic education wouldn’t be accessible. That’s how we came up with what you’re going to hear about.rnrnGreg: So, in full disclosure, we’re all on the board and involved. And so I say that because when, when Gloria brought it up to me, I’m like, great idea, never going to happen. I’m in. So it’s going to be great. So, and then, and then I thought, like the more I learned about it, I got really excited about it. Because I started to think, okay, it was at the same period where there was all this unrest in the cities. And there is there is an opportunity gap and I’m thinking, okay, how do we change it? And then you start looking at this and you say, okay, this, because these students will be very diverse. In fact, Harmony, you want to talk about just how diverse the students are and the benefits of that? I mean, you’re starting, and how many students and you know, what the student body is starting to look like as, as it’s forming?rnrnHarmony: Sure. We’re well, you know, we first had to decide on a location, and we wanted to make sure we were at a location that made sense for children to come from the South Hills, meaning the suburbs as well as the city. So basically from Mount Washington back to where we are, where our school is going to be housed, based on past experience, when you, when you don’t publish a tuition fee, you get calls daily from folks from all different, you know, income levels, different religions, you know, different school districts. They’re interested in it, their interests are piqued, right? You know, we’re hoping, and we are getting folks from all of those demographics now. Our goal is to have 150 kids when we open. We’d love to have more. We’ve got a little you know poll on who’s gonna, what the number is going to be on September 1st, right?rnrnGreg: But 150 looks pretty good.rnrnHarmony: It’s looking really good.rnrnGreg: So, the question is, not 125 or 150, it’s could it be 150 or 200? That’s how strong the appetite is.rnrnGloria: 221 the number.rnrnGreg: 221 is the number? We’ll see. Yeah.rnrnHarmony: Yeah. So we’re trending in that direction. You know, we’re out there. People are hearing about us. We’re getting those calls; we’re getting those tours. People are registering, registering without even seeing the school, which is amazing. We had kids, we had 116 kids preregistered for our school before we had even picked a location.rnrnGreg: This is good.rnrnHarmony: Yeah, it’s good stuff, right?rnrnGreg: So, I’m gonna allow you to finish that story about the grandfather. I’ll put it with this backdrop, the average tuition of the Catholic elementary school in the U.S. is $4,840 per year, according to education.org. And that’s a new number. So, finish the story, the guy, that the grandfather’s daughter has very limited income.rnrn(SOURCE: EDUCATIONDATA.ORG, 2020)rnrnHarmony: Very limited income.rnrnGreg: Very limited income. And so, they want a solution for the granddaughter. What’s the outcome?rnrnHarmony: The solution is, is we have, you know, an internal grid basically based on income and how many children are going to be in the school. And then we take in account other life circumstances, right? It might not show up on your tax return that, you know, dad just passed away and now there’s, you know, a single income. Or, you know, a house fire. You know, we, we hear these stories daily and before, our hands were tied, but hopefully now with our new school, with this new school, they won’t be. So, when I told the grandfather the amount that his granddaughter would be paying, or I guess it would be, his daughter would be paying to come to our school based on her income, it was $500. And I think he started crying on the phone and he said, how are you making this happen for us? And I just said, don’t worry about it. No, I did explain the EITC program. I explained that we do also have, you know, many, we’re blessed by benefactors, you know, contributions through, you know, and we are going to be collecting tuition. I mean, we’re not going to lie. We want people who can pay tuition to pay tuition.rnrnGreg: But that’s the diversity.rnrnHarmony: That’s the diversity, because if we establish a school with only people who can pay tuition, we’re not diversifying our school.rnrnGreg: Or anybody who can’t.rnrnHarmony: Or anybody who can’t, that’s right.rnrnGreg: That’s the diversity. And I think, I think all groups benefit from that.rnrnGloria: Absolutely.rnrnHarmony: Correct. Correct. So the registrations that we have to date are reflecting that diversity, I keep a spreadsheet of everybody’s tuition agreement, and we have from one end of the spectrum, like that grandfather who officially registered his granddaughter today, all the way to the other end of the spectrum, which is still an affordable Catholic education, it aligns with the other Catholic schools in the area what they’re charging and what, you know, the stat that you just read a few moments ago about the average tuition costs. Our max is, is around that, around that number.rnrnGreg: So, are you going to have a hard time finding teachers though, I mean, excellent teachers like good ones? Like, are you gonna have a hard time doing that?rnrnHarmony: Excellent teachers follow excellent leaders. And I’m not just talking about myself, Father Mike, our board members, you know, we have an excellent team and, and people want to work for us.rnrnGreg: Are you getting applicants?rnrnHarmony: I do. So, I haven’t opened up the application process. February 1 was my goal. And here we are, into February and I haven’t done this because I’ve been so busy with incoming parents, registrations. I mean, it just, doesn’t slow down. Every single day, we’re getting new kids and the paperwork that’s coming in. And, you know, just spending the time with those parents, showing them the building. But people are, I don’t want to use the word aggressive. And it sounds so negative, because I love that they’re being aggressive, but teachers who are talented, who have experience, who have knowledge in classical curriculum and even ones who don’t, but are willing to learn it are knocking on our door.rnrnGreg: So, Daniel Pink wrote, in fact it’s a great book to read, Daniel Pink wrote a book called Drive. And he talks about what motivates people. So, the reason I’m not surprised, you’re getting a lot of teachers interested is: one, clearly people need to be compensated fairly, but they also want to be, to be part of something greater than themselves. So, there’s a range where as long as they make X, then they just want to be part of really making a difference. And I think most people get into teaching because they want to, they want to make an impact on children. And this is certainly an opportunity to do that.rnrnHarmony: I mean, they’re excited about the project. They want to be something, a part of something from the ground up and build it along with us. I mean, this building will, the building of this school will continue throughout the first year and beyond. It is a start-up school.rnrnGreg: So what does it look like in 10 years? 10 years we’re sitting here. It looks like … here we go. Everybody is looking like, what are we allowed to say?rnrnGloria: Ten years, we have a very full school, maybe a second site. And we also have a vo-tech school. Minimum of 10 years.rnrnGreg: Wow.rnrnHarmony: Grand plans.rnrnGreg: So, I think the vo-tech school is an interesting concept a lot bit, right? Because it’s just so sad that they’re — not everybody, not everybody should go to college. And by the way, you can have a marvelous, marvelous, marvelous career, not going to college. I mean, if you learn a trade right now, it’s a void, it’s a void. That’s just not enough of those folks out there, that are able to, that have that skillset.rnrnGloria: Imagine if you have a student who has been able to go through a trade school, you know, from seventh through 12th grade, when they will be able to name the school, they want to attend as far as trade schools and be out and working members of the community and profitable, living good lives. That doesn’t happen.rnrnFr. Mike: One of the news programs the other night, they were talking about the Keystone Pipeline. And they were talking to guys who were like welders and technical guys. They were making 250, 300,000, $350,000 a year from the trades. Which was surprising to me, welders, electricians, plumbers, HVAC.rnrnGreg: Oh, yeah, it’s amazing. Oh yeah. And you can grow up huge business. Right. So that’s good to hear. Did you, did you guys mention like the location of the school? That was— No? So, so sorry. So, so saw, you said like where it is. So, you want to explain where we are on location, and South Hills Catholic Academy, where it’s going to be.rnrnHarmony: Sure. So, the school sits on 550 Sleepy Hollow Road, which it borders Mount Lebanon. And I guess it would be the city, correct? Castle—rnrnFr. Mike: Mount Lebanon, Castle Shannon, and really the city of Pittsburgh is very close by. Yeah. And that’s why that location was chosen.rnrnGreg: What a great spot.rnrnFr. Mike: Because it’s a mile, it’s a mile, maybe a mile and a half from Brookline. Other city neighborhoods are accessible and that was a great location for it. Because it was an intact school building that was in good condition. And the various systems were in, mechanical systems were in good condition. But also, there’s a beautiful church sort of attached to the building, right across the parking lot. And the kids just have to cross the parking lot to go into church for devotions, masses, services and things like that, which is a part of the everyday flow of the school.rnrnGreg: So, let me ask you this. So, let’s just back up. Because I, I think, I think for everybody, when we’re talking about the current state of education — what has changed, I know there’s been a lot that has changed with technology and taking faith out of school, and to some extent, the idea of right and wrong, you know, however you, however you state that. But in addition, is the way we learn different? Is the way we’re teaching different? Or is it fundamentally the same as it was 20 or 30 years ago?rnrnHarmony: I think we’re teaching to the test. I think education has evolved. You know, the U.S. Is one of the worst countries in the world for educating their children. With all the means that we have, with all the money we have, it just doesn’t make sense. And there’s no band-aid. There’s no, there’s, there’s really no way out. No one has been able to figure out this piece of why we’re failing, right? Why are we failing our children? Why is the literacy rate continue to go up? Right? So classical education, traditional education believes that we take it way back to where it started, right? It was working. You know, this is how our founding fathers were educated. And it goes all back to that. What is true? What is beautiful? What is good? And, you know, going back to the great works of art and literature and historians that that were really why the world exists the way it does. You know, our children can learn, you know, by learning through them, you know, why are we trying to create new ways of learning? The history is there.rnrnGreg: So, when you say, so when you say, teach to the test, is it because like this school district is ranked third in the state. And so we need to teach you, not for your future, learning how to learn or be enlightened. We’re teaching you so—rnrnHarmony: So you can pass a test so that the school district can make money off of your child.rnrnGloria: I mean, as opposed to teaching them how to learn.rnrnHarmony: How to learn, how to communicate, how to write, how to think for themselves, how to take—rnrnGreg: We don’t know how to write right? Now we think it’s a text like LOL, right? I mean, that’s, that’s how people write. That’s how they even communicate. Like, I’ll talk to someone that’s younger, and they’ll be like, I talked to them and I’m like, no, no stop. Did you talk to them? Well, I emailed them. I’m like, you didn’t talk to them then. You emailed them. But that’s how— the idea of writing. I mean, the whole — I’m like, Holy cow, do they even teach cursive anymore? I don’t even know. Do they do that?rnrnGloria: We will.rnrnHarmony: Not anymore, but we will.rnrnGreg: So you will be. So there’s meaningful differences.rnrnHarmony: There wasn’t even a grade really anymore in any kind of cursive or writing in general because kids type now. So they think, well, why do they have to write, if you can just type it. But I mean, there is, that is about developing the human, the human, right? Writing. I mean, you write, you need to learn how to write.rnrnGreg: So you teach to the child, not to the test.rnrnHarmony: Correct.rnrnGreg: So that’s a big difference.rnrnHarmony: It is a big difference.rnrnGreg: I never thought about the negative of ranking school districts, because then, I get it. I mean, there’s a lot of pressure on the teacher to be like, Hey, we’re number three. We gotta get, you know, we gotta, we got to teach you to pass that test.rnrnHarmony: It’s a huge stressor on teachers and administrators, because they’re looking at the bottom line. And then the bottom line at the end of the year, or in the spring, when these kids take the PSSAs in Pennsylvania or the Keystone Exams in high school is, where did your school, even within a district, they compete with each other, you know, a certain elementary school against another elementary school. It’s the bottom line. It’s where did the kids score? That’s it.rnrnFr. Mike: And then this shift, the classical curriculum is occurring across the country, both in faith-based schools, but also in public charter schools. Also, there are public charter schools adopting this curriculum because kids from all demographics do well in it. It seems to be a curriculum that can unify a diverse population. And I’m, I was not classically trained. But when I’m reading about it and then learning about it through the organization that we’ve retained to help develop the curriculum is that, as the curriculum evolves, it tells a grand story, a grand story of man, man’s relationship with God, how that has unfolded through the ages. And the student gradually comes to see that I’m part of this grand story. And I have to contribute with my life to this story somehow. And as the curriculum unfolds, the entire person, the imagination is pulled in and stimulated.rnrnFr. Mike: And it’s intriguing to a young mind to, to come to see that, wow, this is the expanse of history, salvation history, and I have a part to play and I have to contribute to something that is bigger than me. And so I’ll step up to the plate to do it. Going back to what you said about the teacher issue coming in at the ground level of a start-up school. Like, you know, I have to make a living, but I want to be involved in something bigger than myself and make a contribution to it. From everything I’m reading and researching about this classical, traditional curriculum, it engages the whole person. It draws them in and stimulates the imagination in a different way than a core curriculum does, or the other types of teaching. Not that the other, the other types of teaching are very effective in Catholic schools because there’s is the daily intentional mention of God and the directing the student towards God. And they have impressive results, but this is a different way and a very successful way. And even if you would look upon at the results of like an Aquinas Academy who teaches in this way, their bottom line academic results are even more impressive than the statistics you’ve cited at the beginning of our conversation.rnrnGreg: Like when I first heard it, I didn’t get it. I was like, okay, I’m not sure. I’m not sure. I’m not sure. I’m not sure I get it. But the more I’ve heard it and the more I see the results and the more I learn about it, it is different. It almost, it again, it sounds, it teaches the child how to learn and how to be inquisitive and how to ask questions and know why they believe, right? Know where everything fits. So it is powerful.rnrnHarmony: Just giving another example. We will be teaching geography and history and not social studies, which you will see social studies, in any public school and other and other private schools as well. And if you look at those social studies texts, even starting at a kindergarten age, a lot of them are, just the titles will tell you something. I know one textbook publishing company in particular where it’s in kindergarten, it’s my town. And then in first grade, it’s my state, or my community. And then it goes up to my world and the whole thing talks to the child about what everybody should be doing for them.rnrnGreg: Wait, wait, wait, let’s back up. This is a keeper. So wait. So instead of, instead of social studies, it will be geography and history. And you’re talking about a school and a curriculum in social studies, do the my’s one more time. So, my town—rnrnHarmony: My neighborhood, my community, my state, my world — that’s an example of a social studies curriculum that exists today, a publishing company that puts out those texts. And we look that as educators—rnrnGreg: Amazing.rnrnHarmony: That’s how I was taught.rnrnGreg: But I don’t think parents are —rnrnHarmony: No one’s thinking about this.rnrnGreg: No, and you’re teaching the child, like, always, it’s about me.rnrnHarmony: It’s about me! It’s the me culture. And we wonder where it’s coming from. It starts in kindergarten and social studies class.rnrnGreg: Wow.rnrnHarmony: I mean, it sounds ridiculous, but there is, there’s truth behind it.rnrnGreg: That’s big.rnrnHarmony: It is big.rnrnGreg: So there is a difference.rnrnHarmony: It’s a big difference.rnrnGloria: Our kids will learn Latin. Which is the foundation of all the language.rnrnGreg: I’d have lasted one week in your school.rnrnGloria: You and my husband.rnrnGreg: Dave and I would have been bounced.rnrnGloria: No, no, no, no. We will be a school for everyone.rnrnGreg: Unfortunately, because of financial reasons, Catholic schools are closing, in some cases where they’re needed the most. So, like for example, Saint Anne School was a very diverse school. Right? And so some of those students because of their location could be misplaced.rnrnFr. Mike: Yeah. And that’s, that’s what, what has happened. It just, through no fault of anybody’s, that’s just how it played out. You know, you had your schools Mount Washington, South Side, Brookline, Beechview, because. of demographic shifts, they, they just couldn’t make it. And really the only way for diocesan schools to survive, they concluded was to merge them all pooling of resources.rnrnGreg: 100 percent.rnrnFr. Mike: And things like that. But what just happened was there are sections that just where Catholic education remains inaccessible. For geographical reasons, for financial reasons, these immigrant students, Harmony could tell you, they’re tough. They are a lot of work.rnrnFr. Mike:It’s a lot of work to get forms filled out. To communicate with parents. And not everybody has that skill set that time, that passion for it, like the administration of this school has, and, and the group, the board, the founding board of the school has made that a priority that we will go out into the community and find these kids, rather than just —rnrnGreg: When you say these kids?rnrnFr. Mike: The recent immigrants.rnrnGreg: Yep, the immigrants. And so, because I mean even great decisions that have to be made, they need to be made, have unintended consequences or difficult consequences. But there’s no question the Catholic church is doing today, what they need to do, but it’s in locations that some of these students have needs also. So, you know, just so we can recap that. So, I think it’s important to understand when we say diverse, how diverse, we mean, if you could give those countries again, and some of the diversity of some of the immigrant children and how it really is making an impact in their lives.rnrnGloria: And the fact that they know to go directly to the, they want their children in the Catholic school. That’s their first desire. They recognize the Catholic church and the Catholic school as a home and as a safe place, as a. sanctuary.rnrnHarmony: I think we can speak on behalf of just Father Mike’s leadership and my leadership is, you know, our prior experiences in education, we created a name for ourselves with the immigrant population. We service those. kids and we service them well. And we service them like any other child coming into our school, whether the parents could speak English or not, whether they were Catholic or not, whether they can afford tuition or not. And we had a large number of immigrant families in our prior school building. And our hope, because this school, one of our pillars is to reach out to a diverse community, the hope is, is that the leadership of this now new school, South Hills Catholic Academy, the work we’ve done in our past experiences will follow us. Our names are out there in the community. They know what we’ve done in the past. And those children will have another home, a new home. And it won’t just be those children it’s, you know, their family members or a neighbor of theirs, or somebody calls them for help. I’m involved with the Bhutanese community. We’ve reached out to Casa San Jose and Brookline. We know where those people are going for help. And so we want their leaders to be able to say, well I have the school for you? This is where you need to go. You need to call Harmony Stewart. You need to call, you know, Father Mike Caridi. They’ll, they’ll have this figured out for you. And that’s our hopes.rnrnGreg: So Ca-rid-ee instead of Ca-reed-ee?rnrnFr. Mike: Well, you say it better than Harmony says it.rnrnGreg: Well who, which is right?rnrnFr. Mike: Caridi.rnrnHarmony: I don’t say it right.rnrnFr. Mike: But in the end though, I think that that, that was when, when the board was making their proposal to Bishop Zubik because in the Catholic world, in order to be called Catholic, you have to cooperate with the Bishop and collaborate with him. You just can’t give yourself that name. I think that’s one of the things that he saw that the board had put a lot of time in ensuring that populations who would lack access to Catholic education that this complimentary offering that we’re providing would reach out to them and would connect them to the church. And, and that’s one of the primary reasons I believe he’s approved this independent Catholic school and is allowing it to go forward.rnrnGreg: Great discussion, great discussion. I feel like we could talk for a lot longer. And probably will.rnrnFr. Mike: Invite us back. We’ll talk enlightenment philosophy.rnrnGreg: Well, thank you for, thank you for a wonderful discussion. Father, Harmony, Gloria, thank you for all the great stuff you’re doing for children. You know, there’s a lot of great teachers out there. There’s a lot of opportunity to close this opportunity gap and spread the word. South Hills Catholic Academy is changing the way our children are becoming educated. And if you want to learn more about that, please go tornrnwww.SHCAcademy.com.rnrnGreg: Thanks for listening. If you’d like to hear other subject matters that may be of interest to you, please check us out at ConfluenceFP.com/podcasts.

    This session was recorded on February 4, 2021.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

    This podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.

    Any opinions in the podcast are those of Confluence Financial Partners and/or any guest speakers. Confluence Financial Partners is not affiliated with any does not endorse the services of South Hills Catholic Academy.

  • Marketing in the Time of Coronavirus | Episode 11

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    Join host and Partner of Confluence Financial Partners, Greg Weimer, and his guests, advertising industry veterans Bill Garrison, Partner at Garrison Hughes, and Dave Popelka, President at Garrison Hughes, as they explore the ever-changing landscape of the new normal.

    Hear their insights on the immediate and long-term impact of the pandemic on workplace culture and consumer behavior. Business owners, marketers, and savvy investors will all want to tune in for expert tips on how businesses and brands can adapt — and even grow — through turbulent times.

    Confluence Financial Partners — Marketing in the Time of Coronavirus | Episode #11rnrnGreg: 90% of people want companies to do everything they can to protect the wellbeing and financial security of their employees and suppliers. Imagine that,rnrn(Edelman, 2020 https://www.edelman.com/research/covid-19-brand-trust-report)rnrnHi, this is Greg Weimer, partner of Confluence Financial Partners. I have the privilege today to be here with Bill Garrison, partner of Garrison Hughes and Dave Popelka, we’re laughing, so I have to be careful not to call him Bob. I knew his dad before I knew Dave. Dave Popelka, president of Garrison Hughes. Welcome guys.rnrnBill: Good to be here.rnrnDave: Yeah. Good to be here.rnrnGreg: But I thought we’d talk a little bit about what it takes to be successful. The success of your firm has been remarkable. I’ve watched you grow. So, if I were a growing business, I’d want to, I’d want to hear about some of the key things that you did to allow that to happen.rnrnIt’s a new world, right? It’s a new world of communication. Like, I mean, a lot of industries are changing communication, and the way you reach out to clients is — it’s changed.rnrnAnd I’d like to talk a little bit about that. And then the pandemic, like, what does, what has it meant to businesses? What do you have to do to be successful? Who’s leaning in? What’s changed. And then, Dave, something you mentioned to me last week is, I think he called it “consumer scarring.” So, because of the pandemic, there’s been changes. So, we’ll leave that, leave that as a little teaser on “consumer scarring.” What does that mean? What does the pandemic mean? What does it mean today, and what does it mean in the future?rnrnFirst of all, Bill, you founded the organization in 2003. Why don’t you just give a brief overview, so people understand where you guys have come from and, and sort of where you are today?rnrnBill: Sure. Well, Dave Hughes and I had worked together for many years. We were at big agencies like Ketchum Advertising and Mullen and some smaller agencies, more, more creative places likernrnWerner Chepelski. And we sort of grew up in the business. We met each other pretty much when we started our careers. And you know, we worked together. You work with a lot of different people, but Dave and I just seemed to hit it off in terms of knowing what each other’s strengths were. And so, we grew up in the business.rnrnWe sort of started to look at the business of advertising. And we saw how it was changing. And big agencies were getting splintered up, and bigger clients were looking for more collaboration, more creative partnerships.rnrnSo, we saw a need out there. And we saw a chance where we could start our own place. We never thought about doing that, right? It’s one of those things, some people just are wired to start their own business — we were very happy, we were growing, we were rising up, we had good titles, but we knew there, maybe, there was a better way to do this. And so, we took a chance. We left it all, just the two of us. We kept our relationships; we had our reputation, and that’s about all we knew. We knew that we could get the work.rnrnGreg: So, no frightening moments? You open the doors, you to walk in, you’re looking at the phone, it’s not ringing…rnrnBill We had seen a lot of peoples start their own agency and kind of flame out.rnrnGreg: Yeah.rnrnBill: Cause, they said, “It’s us against the world. Big agencies suck, we’re the best. So, we’re going to show the world how to do it right.” And then in a year and a half, they were gone.rnrnGreg: Right.rnrnBill: So, we looked at that, and we said, why, why aren’t they surviving? Because it is hard to survive as a business and an advertising agency. And in a community like Pittsburgh, there’s relationships. And you don’t want to sort of burn these bridges.rnrnGreg: It’s everything. And by the way, to your credit on relationships. I don’t know if I’ve ever told, we work with Garrison Hughes at Confluence. So, you know, for the listeners, we work with Garrison Hughes. And the reason we called you guys originally was one of the firms who will remain.rnrnNameless, one of the firms that you mentioned, where you guys used to work, one of the former executives, as high as you can get, when I said to him, who should I call? He said, “Call Garrison Hughes.” So that’s an incredible relationship, right?rnrnBill: Yeah. And we kept in touch—rnrnGreg: That was probably four or five years ago.rnrnBill: Part of —it’s not like you follow your business plan exactly. But we had to write a business plan.rnrnWe didn’t know how to write a business plan.rnrnGreg: So, it was just the two of you.rnrnBill: It was just the two of us. And we, we made a decision to do two things. One was, get a client and try to get a client kind of before we went out on our own. At least get some confirmation that we could have a client.rnrnDave: And that’s a big mistake, a lot of people, you just open up and say, ‘okay, come to us.’ You need the client to get going. Right? I think that was smart.rnrnBill: That’s exactly right. Yeah. You end up opening your door, and you say, okay, we do it better. We have — these people that started their own little shop. They had good reputations.rnrnGreg: Yeah.rnrnBill: They had relationships, but they basically walked away and said, we’re going to go do new things.rnrnGreg: Build it, and they will come.rnrnBill: Yeah. And we’re sitting in Egan Conference Room here at our agency, and that’s because Dave Egan was CMO at Reed Smith. We had worked for Dave. We had kept in touch with him. He was a, you know, we didn’t know about Reed Smith’s agency relationships.rnrnGreg: So, where’s our room? We’re a client. Where’s our room?rnrnDave: Wait, we’re doing the build-out. We’re doing the build-out right now, Greg.rnrnBill: Yeah. Thanks, Dave, for picking me up on that one. But, Dave said, if you guys go out on your own, yeah, I would, we’ll work with you.rnrnGreg: That’s awesome.rnrnBill: And he, he was in the midst of severing, his relationship with a Washington DC firm. And so, we sorta went out going, okay, nice anchor client, but it’s not going to pay all the— it’s going to pay our bills. And then we can start, because we at least knew, we both had little kids. My daughter’s about the same age as the agency. So we were, we had little kids and we had bills to pay. We had all kinds of things that would scare you into not getting into business.rnrnGreg: Absolutely.rnrnBill: And the second thing we did was, work with agencies. I think out of the top 25 agencies in Pittsburgh; we did business with 22 of them as a freelance.rnrnGreg: Okay.rnrnBill: We were as the senior team, we had, we could jump ten steps ahead. If they need new business, they’re always looking for ideas to share with clients. And sometimes their own people are busy, and they just need some fresh ideas.rnrnGreg: Right.rnrnBill: Dave and I had worked with big agencies. We worked on big clients. We could plug in, and I would say probably 30 to 40% of our business was with other ad agencies.rnrnGreg: Oh, really? That’s yeah. That’s interesting. So, Dave, how long have you been here?rnrnDave: Almost six years. And we worked together. I knew Dave and Bill. I’ve known them 25 years. I worked with them at Ketchum. And I remember when you, when you went out on your own, as an industry, everyone kind of collectively said, ‘That’s going to work. That makes sense.’ And I was at Mullen at the time, and we had used you guys for some things and it just, they had such a goodrnrnReputation. Everyone wanted to work with them. And it was, it was kind of just a, it was a really smart, I think, strategy in terms of getting going.rnrnBill: Our theme line was “Big agency experience without the big agency bar tabs.”rnrnGreg: I got it. We’re like that. Yup. Same.rnrnBill: And the cost was a factor for agencies. They knew they could get the kind of work that—rnrnGreg: Although you don’t, you don’t feel inexpensive.rnrnDave: Did we mention the build-out on the conference room?rnrnBill: Yeah, the Weimer Room.rnrnGreg: So, okay. So that’s, that’s a great foundation. So, the two of you starting entrepreneurial, as you know, it’s interesting. I don’t think that you’re entrepreneurs, you learn how to be entrepreneurial, which is a little bit different. I think we’re the same way. So today, how many associates?rnrnDave: So, 83.rnrnGreg: So now we’re one of the fastest-growing companies in Pittsburgh, right?rnrnDave: Right. Yeah. The Pittsburgh business times has a fast 50—rnrnGreg: Okay. So here’s the question. So why does that matter? Like, is it like, cause we’ve grown a lot also, and I think it’s: you either grow or you die. So why has that mattered?rnrnDave: Momentum matters.rnrnGreg: For. Sure.rnrnDave: And I think it matters internally and matters for clients. It generates energy, it generates ideas, and it builds on itself. And so, when you’re adding other services, and you’re trying to help clients and the momentum, it just kinda rolls, and it’s very, very important.rnrnGreg: Yeah. So, you know, so when we work with your firm, I can imagine, like, if — the two of you are great, but you know, Dave, you’ve been very helpful for the relationship, Shannon, you know, so, it’s a team. I don’t think you can attract and retain talented people unless you’re growing, and clients should demand that. Right? So, you have to have talented people. We’re both in the same type of industry in that; it’s — we don’t make widgets. Right. We have intellectual capital. So, for us to attract talent, we have to give them opportunity. To have opportunity, you have to give them growth. So, people have said to us like, why does growth matter? That’s why it matters.rnrnSo, what’s the number one thing that you would say helped you grow, the most important thing?rnrnBill: I would say loyalty, the loyalty of the people that we brought in, and they were senior-level people. And we had worked with them before and they just, they brought real stability to just the agency and how we, they got to know clients. Obviously, I mean, loyalty helped us as a business, our work, I think, and the quality of our work always had to be at the highest level, because that was our reputation. And people came to expect a certain level of work from us. And so, we had to keep that up.rnrnGreg: But, but without the right people and those people being loyal, you can’t provide that right for your clients.rnrnBill: Right. We have you know, Mike Giunta, who’s our chief creative officer. He was our first employee — still here.rnrnGreg: Yep.rnrnBill: Just the people, I think we gave them growth opportunities. We gave them a chance to, as we say, get closer to clients, you know, these are people that worked at bigger agencies. There are layers built-in at certain places where you’re not going to be that connected to a client that can work to a certain point, but we always encourage people to, you’re going to be in front of a client.rnrnGreg: Right?rnrnBill: Your work, you have to speak to your work. You’re going to have to defend your work. You’re going to have to compromise with a client. You need to; you need to want that interaction. And we had people that they prided themselves on their work so much that they just didn’t want to hand it off.rnrnAnd then somebody else run with it. So we gave them that opportunity. And clients came to, to expect that whoever they talked to knew what was going on, knew how to speak well about a project, or at least could get them to the right person so that “no layers” was another one of our mantras early on.rnrnDave: Yeah. One of the things that struck me is that the, our old building, which I never worked, which across the way here, so the employees, literally used to take out the trash. Right. And that, you know, you’re starting, everyone’s pitching in. That mentality still exists. Whether that’s helping to stock the refrigerator, or do you need something, a client needs something, it’s that kind of humility in the idea that we’re going to run to problems, not from them and help each other. And that, that has been that’s permeated, I think, what we’re about. We still metaphorically take out the trash.rnrnGreg: Yeah. And that culture comes through in your work, right? So, it’s interesting how you’ll see some organizations; they treat their associates so poorly. And if you treat your associates poorly, I don’t how they expect then that associate to treat the client well. It’s just not logical. And in every industry, and some industries are worse than others. We don’t need to name the industry, but I think some are really bad. But it’s interesting that you’ll watch that. And then you’ll hear the associates have disdain for their company. “I don’t really like our company.” Well, it’s like, well, then how are you going to be happy answering the phone and taking care of that family on the other line?rnrnDave: You can’t.rnrnGreg: You can’t. So, you know, it’s the relationships, people, loyalty, you know, turnover is a problem, right? So you can’t, so we pride ourselves on low turnover at the same time. You, you know, you just have to find the right, the right associates also. So yeah.rnrnSo, well, congratulations on your growth. That was, it’s been awesome. It’s been great to work with you guys, and it was; I’m looking at the two of you also. It’s also interesting how, and it’s one of the things we like about working with you guys; there’s succession built-in, right. I mean, Bill, you’re not that old, you’re going to be around a long time, but Dave, you’re president, you’re more and more active with us. We love the relationship. We have a relationship with both of you guys. We’re trying to do that also in succession planning, because, you know, we hope as our organization to have a relationship with you for 50 years.rnrnSo it may not be the exact same people in the room, but it would be people that were brought up in that culture. So, it’s good to watch you guys; it’s sort of reassuring to watch you guys really think about the succession of the business.rnrnBill: We really appreciate that coming from a client.rnrnGreg: Yeah. We actually like Dave a little more.rnrnBill: Yeah. That’s good. As it should be, but Dave heads our management team. Dave and I are still involved, and we love our client relationships. We’re involved in the work. We always want to be involved in the work. That is just what why you get in the business; you see something that you create.rnrnGreg: Yeah. Jim, and I will do the exact same thing. I think Jim and I will always be involved in the business. And I know I can speak for Jim on that. We’ve talked about it a lot. We’ll always be involved in the business, we’ll always be involved in working with clients, but there will be a moment. I don’t know when 10, 15, 20 years, where the day-to-day management of the business, shouldn’t be done with us. So, then we can actually spend more time, not less, with clients. So, I think we’ll be around forever, but our capacity will change in that, we’ll have other opportunities for young leaders to actually come in and run the firm.rnrnDave: And I think you’re in that you and Dave being so involved, still, in some way, not that it makes it easy, but it’s easier. And it goes to your comment before about strengths. And then, and I think some of the alleviating some time allows you to be more involved in work and clients, and that’s good.rnrnGreg: I haven’t seen any, like, I, Bill, I talked to you just as much as I always have. Now, Dave, I talk to you more. And so, for us, it’s been additive. It’s been absolutely additive.rnrnOkay. So, congratulations, succession, it’s all good. The world’s changing. Talk about that. Like if, you know, we started with, you know, we used to write letters and communication— you guys are in the communication business and, you know, before— things have changed, we were, we were sort of talking before they started recording. I think, how you’ll hear associates say, well, “I talked to them,” and it’s like, “OK, could you define talk?”rnrnDave: It was a bunch of emojis I sent them.rnrnGreg: Yeah. I sent them a bunch of emojis or OMG. Or I sent them an email. It’s like, okay, we didn’t talk, we didn’t talk.rnrnSo, just talk a little bit about how it’s changed in the industry, you know, wherever you want to go. Cause I think about, you guys probably used to be big TV, and I know we still do TV. You guys do TV, but there’s other things, right? I mean, your business, like ours, has changed dramatically. So, if you could just do like where it was, where it is, and where you think it’s going.rnrnDave: Oh, I think in some ways, it’s more fun than ever. It’s more challenging, but here’s what hasn’t changed, though. It still is about ideas. It’s still about connections. It’s still about what is the Confluence story, and how do you tell that in a relevant and meaningful way? So that, that’s the part that, that is consistent. But I think obviously these conversations start with digital, right? It’s thinking digital-first that in terms of that’s where consumers are, especially during these COVID times. Digital people are on their tablets and smartphones and laptops more than before; we’re online more than before. And so, I think back in the day; maybe you would think TV would be the beginning of an idea. And now it’s, you were thinking digital, how does that work? How do you connect? And what that you can get more targeted and more specific. And obviously, it’s more measurable. So then we know clicks and all those types of things.rnrnGreg: Okay. So, give me this. I’ll give you a chance to do a plug, not including Confluence; what’s the best television spot you ever did?rnrnDave: Well, I don’t know if it’s the best, but what comes to mind for me in terms of — was the James Conner work. Yeah. You know, I’m a Pitt guy and love James Conner. The UPMC Hillman and work for James Conner. And I always, people talked a lot about that spot. Right? The Fleury spot, people, talked a lot about—rnrnGreg: I’m stunned that you didn’t say Fleury right away. That’s the spot! Thinking about it. That is the that’s the spot. I was like waiting for you to say that, but it was yeah.rnrnBill: Well, the Fleury spot was, by far, our most successful.rnrnGreg: What made that great?rnrnBill: It was a combination of things. It was UPMC, the challenge to that spot was Marc Andre Fleury did not speak English very well. And so, it was very crucial that we develop a spot where he was the focus of the spot. But he didn’t say much.rnrnDave: Now was the original script that had had him talking more?rnrnBill: We had about ten different concepts with him saying something —rnrnGreg: It’s interesting because I just read that only 7% of communication is verbal. So, you said you, so thinking back to that spot, I feel like he said a bunch.rnrnBill: Yeah. And,rnrnGreg: And he didn’t.rnrnBill: We met his wife, you know, high school sweethearts, and she just starts talking right away and talking about their life together and how Mark Andre does this. And Mark Andre does that. And, and we’re going, you’re going to do all the talking. We’ll let him do all the funny stuff.rnrnSo, the concept became, she’s talking in normal tones, like Mark, Andre’s just a regular dad. And then he’s, the juxtaposition of all the hockey stuff and playing with the baby became him.rnrnAnd he is a comical guy.rnrnGreg: Right.rnrnBill: He’s a prankster.rnrnGreg: He was so authentic. His personality came through.rnrnBill: And people, the response to that spot was amazing because people kind of thought he was a little standoffish because he probably didn’t interact that much. Probably worried about the communication barrier. They fell in love with him, just all over again, not just—rnrnDave: It probably humanized him a little bit, right?rnrnBill: Yeah. I mean, and he let us in his house, he was the most gracious host. We looked at all of his stuff. Funny story, in his basement, we’re down there, we had, you know, like the food service and where all the production people were in his basement. And we were shooting in his kitchen —rnrnGreg: We didn’t get any food for our commercial. But that’s fine.rnrnBill: Oh, there you go.rnrnGreg: It’s okay.rnrnBill: I’m going to blame Vince. But we’re in his basement, and I’m looking around, and there’s all the toys, and there’s all this stuff and mixed in with his daughter’s baby dolls, and toys was his face mask from the Olympics.rnrnGreg: Oh, how cool.rnrnBill: And then his Stanley Cup face mask. And, and he goes, my wife just made me put this stuff down here. Because she was getting sick of seeing it. Right? So, it’s like what we would put—rnrnGreg: Right.rnrnBill: And he’s putting his Olympic mask with blocks and toys, and we’re going, he’s just a regular guy. And so it came across. Sometimes when the concept, the client trusts you, they don’t make you say, sometimes, there’s all the copy points, and they just say, we gotta, we gotta say this, this and this. They let the process work, humanize the story, and people fell in love with it.rnrnDave: And like from a strategy standpoint, I mean, it really connected to Magee. It was a very entertaining spot and heartfelt and everything, but they saw their metrics, you know? I mean, it was a good, it was everything you want from a spot.rnrnBill: Right.rnrnGreg: Right. So, it’s interesting. Now with going through the pandemic, you would think that organized businesses would be seeking more ways to connect with their clients. Right? I mean, whether it’s, I actually, I was golfing with someone over the weekend, and we were talking about clients and just in general, generic clients. And we’re spending a lot of time with clients, whether it’s golf, lunch, dinner, breakfast, whatever. We think it’s like, we like Zoom meetings because it replaces a telephone call. It does not replace human interactions.rnrnSo now we’re going to, you know, we’re going to have a great Zoom capabilities in all of our offices we’ve really upgraded all of it, so, it’s great stuff, but human interaction and human connection, I don’t really buy, everybody’s going to work from home, and people aren’t going to collaborate anymore. I can tell you it won’t be happening at Confluence.rnrnWe have made that decision where we’re going to continue to collaborate. We’re going to continue to see clients face to face. But it is interesting. So, over the weekend, we’re talking about clients in general. And I said that he said, “Clients? What’s that? I haven’t seen a client.” And he’s in our industry, not at our firm. He said, “I have not seen a client since March.” They’re forbidden to see a client. I’m thinking, wow, you haven’t seen any? Like, I get that you haven’t seen them all, but none?rnrnSo, and then when you think about ad spending, I, you know, here’s a statistic that is, that is fascinating. 69% of companies expect they will decrease the ad spend in 2020.*rnrn*(Influencer Marketing Hub https://influencermarketinghub.com/coronavirus-marketing-ad-spend-report/)rnrnLike I would think that if at least our philosophy is if you lean into this, and you spend more on technology on brand, on people, we just hired, I think three or four people in the last month. But if you lean into it, I would think businesses would benefit in the long haul. If you’re really long-term oriented, you’ll benefit from that. Are you seeing companies lean into it? What are you seeing? Are you seeing them pull back? We’re not going to pull back.rnrnBill: Well, I think a lot of studies have shown that if that, if you go dark that you run a risk of just going completely dark, where you want to pull back and yes, there might be, you know, there are financial reasons to do that, but you risk your brand, and your message just being forgotten. And so, there’s a real risk depending on your business, depending on how much you value that, that brand awareness. I think it’s a—rnrnDave: Yeah. I mean, I get it. And I think you’re framing it the right way. Is it an expense, or isn’t it an investment for people? And in terms of, from a marketing standpoint, and are you going, do you want to lean into this and really connect? We’ve talked, we were talking before, this is a shared experience. We are all going through this. And as a brand, or a corporation, or as an employer, you can help, be additive into someone’s life and be a part of that. And when you’re back on the other side, you probably will have increased loyalty, to your point.rnrnGreg: One hundred percent.rnrnDave: And so, I think it’s now, you know, some businesses have obviously been devastated, and so maybe marketing isn’t an option at all.rnrnGreg: But it’s marketing, it’s people, it’s technology. It’s the whole, like, if you’re about maximizing your profits on a quarterly basis as I get it, you can’t do it. I would also argue you’re not going to be a long-term successful business. But if you’re about, I think this is a period of time that you can maybe attract great talent that wasn’t available a year ago, and you can attract great talent. You can, you know, make sure people know that you’re here to help them. And they’re hurting. Like people need to communicate whether it’s their financial, whether it’s their business, they need to communicate right now. So leaning into this as wildly important.rnrnAnd, and I do think there’ll be a backlash from consumers. Another statistic, 71% of consumers said that if during this time, they perceive that a company is putting profit over people, they will lose trust in that company forever.*rnrn(Edelman, 2020 https://www.edelman.com/research/covid-19-brand-trust-report)rnrnBill: That’s a pretty big statement.rnrnGreg: I’m —the only thing that surprised me, I’m surprised there’s not more than 71%. Like you would think, it would be a bigger number than that. But it’s still big. It’s still big.rnrnSo anyhow, so you’re seeing people pull back a little bit, but, but is that true? Yeah.rnrnBill: If they are out there with a message, that message is important. That statistic is about being sensitive to during a time like this; what are companies saying? What are their messages? Are they seeming to capitalize on it? Or are they saying something meaningful where theyrnrnUnderstand what’s going on? Are they helping? Are they doing things to help? Some of the companies that have transformed their production facilities to make masks and sanitizer showed innovation with compassion, and not just, ‘Hey, we’re going to continue business as usual here’ —rnrnDave: Or jack up the prices or whatever.rnrnBill: Right. People are very aware of that. So, I think the consumer, that’s saying the consumer is very aware of what they are consuming through television and digital—rnrnGreg: It’s a great time to just invest in relationships.rnrnBill: Absolutely.rnrnGreg: Just like we’ve spent a lot of time together and we had a lot of conversations. This is, is this our third conversation this week? Right? I mean, it’s getting old actually. We’ve spent a lot of time together, but I think our relationship is probably better today than the beginning of the pandemic. Cause we’ve spent time together.rnrnDave: And I think as a company we’ve tried to, you know, running towards clients and how can we help during this time and try to connect as much as possible. And I think that because it is a shared experience, we’re going through this together. For clients, and especially in the early time, I mean, literally, their business was changing every day.rnrnGreg: Right.rnrnDave: And so, okay, how do we get out in front of that? How can we help you? Well, what is it that we can do to help you through this?rnrnGreg: You say shared experience. We were speaking earlier. So, you know, this was like one of those JFK shot, you know, space shuttle, September 11th, traumatic events. That’s lasting nine months, right? Like our granddaughter, who’s four. I saw her first day of school. My daughter-in-law, Nicolette, took a picture of her, and she’s there with her little friend, and they’re walking in, and they have masks on. And if you would’ve said that a year ago, you’d have thought, there’s no way.rnrnDave: Right.rnrnGreg: But I saw going through that really has been, it’s been an amazing experience.rnrnDave: It has been, I mean, it’s truly has, it’s cliche, but it’s a roller coaster. It’s an emotional roller coaster. It’s an economic roller coaster for people. And it’s, I think from a branding standpoint, an advertising standpoint, you can be the rock in some ways. I think you can. I mean, not to overvalue, advertising or marketing, but a company can help.rnrnGreg: Say we’re here. We’re here. We’re not going anywhere. We’re here to help. We’re not gonna go away. We’re here.rnrnDave: Peloton. And I mean, you’d know the stock price better than me, but they just announced the other day that they’re doing a price cut because they think this is going to continue a long time and they want to maybe be a little more approachable. And I don’t know, and I don’t know how people react to that, but I think you may see more of that.rnrnGreg: Alright. So that’s the lead in consumer scarring, Mr. CMU, what is it?rnrnDave: Well, there’s a professor at CMU, Laurence Ales, who had this concept of consumer scarring. And the idea that, that when major things happen in a generation, your behaviors change for that generation. And I think about my grandparents who lived through the depression, and they’d always have a closet full of canned goods, right? It changed their mindset. And so, I think as we, you know, it’s tough to get into the prediction business—rnrnGreg: Let’s do it.rnrnDave: But to think about, what are the things, long-term, that at least in the rest of our careers or our lifetimes, will be different than they were before.rnrnGreg: Yeah. So let’s do it. What do you think will stay the same? What do you think will change?rnrnDave: Well, here’s something that isn’t, I think the idea that coming to work sick, you know, playing hurt that whole, that’s probably done for the rest of our careers.rnrnGreg: Yeah.rnrnDave: I think that idea of, Hey, why don’t you, you know, before it was a badge of honor to come in, your eyes were all glassy. I don’t think people want that at all. Even after the vaccine. That, that would be a guess.rnrnDave: I think virtual meetings will not go away. I’m not saying they will completely replace the in-person or people are not going to go back to their offices, but the reliance and the ability to do it and maybe, not traveling as much for business, I think that’s, that’s going to be a reality.rnrnGreg: Yeah. In fact, we agree. So, in our new office, in the South Hills that we’re building, one whole wall will be a television, which is a bunch of television screens put together from what I understand. So, but it’ll be the entire wall. So, when we’re communicating with our offices and collaborating with all our offices, we want the quality to be wonderful. If we’re doing Zoom meetings with clients, we want the quality to be wonderful. So, we’ve just spent a meaningful amount of money on our business, making sure that when we do those Zoom meetings, that they’re actually high quality.rnrnDave: Right.rnrnGreg: So, here’s, here’s something I think, never again — snow days.rnrnDave: Interesting. No. Yeah. You just would flip the virtual switch and —rnrnGreg: Boom.rnrnDave: Yeah.rnrnGreg: Sad! I love snow days. No more snow days.rnrnDave: That’s interesting. Yeah.rnrnBill: Well, there’s not going to be any more snow.rnrnGreg: God willing.rnrnDave: But that’s a different podcast.rnrnDave: Yeah. Yeah. Interesting.rnrnGreg: So, yeah, I do think though, people will say like, “Oh, we’re never going to again,” and things do— you know, I mean, Pittsburgh will be back. I mean, walking around Pittsburgh right now, because of people fear for their safety, from a lot of different aspects, but Pittsburgh will be back. And so, I think people, they tend to extrapolate out. It’s just not true. I mean, that no one’s going to — that office space is dead. I don’t know. I think people are going to come together. I couldn’t agree with you more, Dave. I don’t think we were going to — and they never should have — but they won’t, going forward, come to work sick. But Pittsburgh will be back. People will be collaborating again. The vaccine will come, and there will be better days ahead. But it will be interesting. I wonder how long it’ll take until people are comfortable in crowded places.rnrnDave: Well, and I think that’s a great question, and I don’t know if it was McKinsey or one of the, they talked about that basically every business, in the short term, will be in the health business, be in the safety business. Because you evaluate, you’re going to go to a restaurant with your family. You’re evaluating, okay, what are their protocols? If that’s important to you, what are the protocols? And it’s an evaluation for decision making. And so, I think in the short run, that’s how we are thinking, well, you know, that, that retailer, they didn’t do X, Y, and Z. I’m not going there.rnrnGreg: Right.rnrnDave: Or they went out of their way and did A, B, C, and that was a great experience.rnrnGreg: Right.rnrnDave: So I think in the short run, we’re kind of all in the health business a little bit right now.rnrnGreg: Yeah. That’s fair.rnrnGreg: You’ve come a long way. You’ve come a long way. Well, congratulations guys. Great conversation; truly have enjoyed it. Appreciate the work that you do with us, and really appreciate the partnership and how you’re committed to being a state-of-the-art, wonderful firm, not only today but for the foreseeable future. Thanks.rnrnBill: Likewise. Thank you.rnrnGreg: Appreciate it.rnrnThanks for listening. If you’d like to hear other subject matters that may be of interest to you, please c

    This session was recorded on September 10, 2020.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

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  • Estate Planning and Taxes | Episode 10

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    The outcome of the upcoming election will have a tremendous impact on taxes and estate planning.

    To find out what’s at stake, join host and Partner of Confluence Financial Partners, Greg Weimer, as he interviews Frank Fisher, Tax Managing Partner at Deloitte, and Tracy Zihmer, Founder of Zihmer Law Firm. Frank Fisher shares his expertise on each candidate’s tax proposal for the next four years, while Tracy Zihmer breaks down their respective plans for estate planning and inheritance taxes. You’ll get a non-partisan, objective overview of each candidate’s proposals and gain insights into how the election’s outcome could impact your life, retirement, and legacy. Don’t miss this one.

    Confluence Financial Partners — Estate Planning and Taxes | Episode #10rnrnGreg: Only 15% of Americans earning more than $150,000 have an up-to-date will. Imagine that.rnrn(Google Consumer Surveys, June 2016)rnrnThis is Greg Weimer, partner of Confluence Financial Partners. So, we are privileged to have two guests with us today. Frank Fisher is a Tax Managing Partner at Deloitte, and Tracy Zihmer, who has her law firm in South Hills — Zihmer Law Firm. And they do elder care and estate planning.rnrnSo, our goal today is to make this extremely informative. And when people are saying like, ‘Uh-oh, taxes, are we going to it’s’ — so, we’re trying to make it interesting also, right? Because if people hear like, ‘Oh my gosh, we got like estate planning and taxes. Can this be interesting at all?’ And I will tell you; it will be interesting if you’re looking for ways to make sure, during your life, you are effective with taxes so you can maximize your life. And then legacy is important to a lot of people, making sure that you actually have the legacy for your family that you want.rnrnSo, taxes have a huge impact on your life. They have a huge impact on your legacy. And as we record this, there’s an election coming up, and elections have a huge impact on taxes. So, these two brilliant individuals are going to give us some information to help us understand the facts, because a lot of people, in any election, a lot of people are really focused on the emotion behind the candidates. And I know there’s a lot of emotion, and that’s what makes America great, not even judging that. By the way, guys, we’re going to try to get through this and not be political.rnrnRight. So, we’re going to try to go with just the facts. Just the facts, ma’am, right. Who said that? Just the facts, just the facts, ma’am, was that a movie or something? I don’t know.rnrnSo, I’m saying we’re just going to focus on the facts to help people make an educated decision and, along the way, find some things that can benefit them in their lives and in their legacies.rnrnBut before we do that, I’d like both of you to just give a quick overview, like, what do you do on a daily basis? Who do you work with? And a little bit of your background, Tracy has a practice in the South Hills. And I think I knew you as an attorney before I knew you as a neighbor. So, she’s actually also a neighbor. So, Tracy, why don’t you tell us a little bit about your practice and who you tend to work with.rnrnTracy: Absolutely. And thanks, Greg, so much for having me. So, I have an estate and trust practice in the South Hills, and a lot of people say, what does that mean? And that’s preparing wills for people, trust financial powers of attorney, healthcare directives, helping people get qualified for long-term care if they need it, and helping loved ones through that process when a family member passes away. So, I help clients of all different backgrounds, and that’s, I think, one of the biggest things I like about what I do; I help people that are just getting started and have young children. And they want to really make sure that if something were to happen to them, catastrophically, that their kids go to the right person.rnrnAnd then a big bulk of my business is helping families, pre-retirees, and rnretirees that are really looking to protect the wealth that they’ve accumulated and pass it on to that next generation in a tax-efficient manner. And also protect it, if need be.rnrnGreg: Yeah. And it’s important. So, we actually work with 2,100 families at Confluence across the nation. And it’s really important to make sure that they have their will set up. Like I saw a statistic, 71% of Americans do not have an up-to-date will, and wealthy Americans are no better prepared.rnrn(SOURCE: Google Consumer Surveys, June 2016)rnrnSo, right. And so, do you see that? Are you usually changing wills or seeing people who come in, they don’t have a will?rnrnTracy: I would say a lot of times people might come in, they had a will that they did 25 years ago when their kids were young, they were concerned about guardians at that point. Well, everything’s different 25 years later.rnrnGreg: It was different a year ago. Right? I mean, it’s literally changed in the last year. So, getting that done, getting that updated, you know, we see the other side of it. So, your work is very much appreciated, and you know, that’s why we enjoy working with you. We see the other side of it. We see families come in here that did not do a proper job. And we get to them when, God forbid, something happens to a loved one. They come in; their stuff tends not to be organized. And I can tell you; sometimes the heirs do not look at the estate as a blessing. It’s like a curse. It’s allrnrn— this stressful thing. What would mom want me to do? What would dad want me to do? How would they want it to be distributed? What do they expect of me?rnrnAnd the way to get around that is through trust and wills. So, then your children end up having a better chance of liking each other and not fighting, which I’m sure you see, correct?rnrnTracy: All the time.rnrnGreg: All the time. And I think the numbers are like 70% of families squander the wealth in the second generation. 90% of them squander the wealth in the third generation, I think, is that’s. I think that’s how it goes.rnrnSo, what’s the advantage, I think a will, people get, but if you could, just give like a quick benefit of a will, what’s the benefit of a will, what’s the benefit of a trust?rnrnTracy: The will is a document where you provide your wishes on paper, on where you want your assets to go if something happens to you, and then you name someone to be in charge. And sometimes that’s the more important part because if you have children, a lot of times your assets are split equally between your children, but who’s going to be in charge of that? Who’s going to be the person that’s responsible for getting all of these assets marshaled into an account, paying all the taxes, doing all the legal filings, and making sure that everything’s distributed properly?rnrnSo, you need to be able to pick that person. And if you don’t have a will, then Pennsylvania law writes one for you. And a very common misconception is that all of your assets go to your spouse. And if they’re not jointly titled, if they’re not in there solely in your name, that doesn’t happen in Pennsylvania if you have children. So, it’s very important to put that on paper what you want. And the other big one is tangible property. So, if you have, you know, jewelry or heirlooms, that’s what, that’s what the beneficiaries fight over. It’s easy to split the cash. It’s not easy to split grandma’s engagement ring.rnrnGreg: Right. Yeah. I also think a very important choice is the attorney you use. And the good news is there’s a lot of great ones out there. If I could give you a compliment, I think what makes you unique is not only do you know the law, but you’re empathetic and caring at the same time, and you can actually listen to the family and see what their wishes are.rnrnSo, you put it on paper; then we make sure you know that it actually happens when everything’s titled correctly, et cetera.rnrnSo, Frank — Deloitte, 20 years, tell us who you typically work with and what your area of expertise is.rnrnFrank: Sure. So first, I want to say thank you for having me today. I did some due diligence. I listened to the previous podcast, and very energetic, very exciting. I don’t know if we can do that with taxes.rnrnGreg: Well, if you make them go down, they could. Right?rnrnFrank: But yeah. As you said, I have with Deloitte for 20 years, always in tax. You know, here in Pittsburgh, you have to be versatile and do it all. You know, we serve big public companies. We serve small companies, multinational companies; we serve individuals, high-net-worth individuals, maybe some retired individuals, you know, here in Pittsburgh, we got to do it all. And that’s what I like. I like being, you know, diverse as opposed to very focused and narrow.rnrnGreg: Yeah. So, here’s how, here’s how diverse Frank is. You ever watch him watch a sporting event, and he’s overly energetic? One of the teams is his clients. I had that experience recently. I’m like, okay, this guy’s just a little too fired up about this game. So, it means one of the teams happens to be his clients, oddly enough. So, you’ll focus on the tax side of it and on the income tax side of it, and Tracy will focus on the estate tax side of it.rnrnSo, let’s go to the estate tax first, and let’s go to the election. Now we’re going to do this middle of the road. But I think it’s important that people understand the facts. And then, by the way, higher taxes on the wealthy. And I, you know, some people may view that as good — they should pay more. Some people may view it as bad — it will slow growth. However you believe, that’s your thought. We just want to make sure that you understand the ramifications. And actually, the different proposals of what it could mean. So, one of the big ones is on estate taxes and the exclusion.rnrnSo, Tracy, could you do us a favor and take the listeners through where we currently are, and then the Biden proposal and what Trump would do on estate taxes on the exclusion?rnrnTracy: Absolutely. And just to take a step back, because one question that I always get with estate taxes is there’s confusion on what that actually is.rnrnGreg: Thank you.rnrnTracy: Usually, states also have a state estate tax. So, there are two taxes. We’re usually talking about the federal and the state, and the state is very specific to where you live. So, for example, Pennsylvania taxes you through an inheritance tax on the first dollar that you have in your estate. In a lot of states, you have to have so much money, like maybe $2 million, before you would pay any state inheritance tax. So then federal—rnrnGreg: By the way, here’s —so I was with someone last night. So, here’s the game. And I’m not saying that they should do this. I’m not recommending it. We do not give tax advice. But so you said, well, then that would be more income for Pennsylvania, but people are mobile.rnrnSo, I was talking to someone last night; they will go to Florida, right? You guys see this, they live in Florida for six months and one day — and that qualifies them to absolutely remove themselves from the Pennsylvania estate tax. Is that true?rnrnTracy: Yes.rnrnGreg: It’s unbelievable. So, actually by having that tax from dollar one, it could cost Pennsylvania money and, you know who’s able to do that? Wealthy people. So, wealthy people are able to move and have a second home where they can spend six months. So, you know, once again, the wealthy benefit from that, not necessarily the residents of Pennsylvania.rnrnTracy: Right. And the Pennsylvania inheritance tax rates are not very high. So, if it passes to a child, it’s only four and a half percent now; I say only because some people, they don’t want to pay four and a half percent either, but it’s relatively low compared to the federal state tax, which could be 40%. So very, very different.rnrnGreg: Right. But someone has $10 million. That’s a lot of money that the state could use. Right?rnrnTracy: Yeah.rnrnGreg: It’s a lot of money, so. Okay. So, go ahead. So, then the exclusion, the national taxes, and the exclusion rates.rnrnTracy: So federal estate tax is then at the federal level, obviously, and with federal estate tax, there is an exemption that you get. So that’s the amount that if you have money under that, you don’t pay any tax. Once you get over that exemption, then that’s when you start paying.rnrnGreg: So right now, people under $22 million — don’t worry about it. Right?rnrnTracy: Right.rnrnGreg: Done. And that’s most people, I mean, it’s like 20, that’s a lot of money. That’s most people. So, I’m from Johnstown, that’s everybody. So yeah. It’s most people, $22 million. That’s most people.rnrnSo, take me, take us through, like under Trump, what changes, anything?rnrnTracy: No.rnrnGreg: Until 2025, right?rnrnTracy: Yeah.rnrnGreg: So, under Trump, which he won’t be a president then,I guess, even if he gets reelected. So, under 20, that’s the law until 2025, under Trump, right now, 22 million.rnrnWhat is Biden’s proposal?rnrnTracy: 3.5 million.rnrnGreg: 3.5 million. So, 7 million per couple or 3.5. Is it 3.5 million—rnrnTracy: Per person.rnrnGreg: 7 million per couple.rnrnTracy: Yes.rnrnGreg: So, it goes from 22 million to 7 million. And anything you over have over 7 million is taxed at what?rnrnTracy: Roughly around 40%rnrnGreg: Around 40 plus state. Okay. Well, state goes back to dollar one. So yeah. So that’s the difference?rnrnTracy: And a term that’s thrown around a lot is what’s called a u0022unified credit.u0022 So that means you get that dollar amount, either during your lifetime or at death. So, you can gift money away. So, let’s say you gift away $3 million during your lifetime. That’s okay. But you don’t get another 3.5 at your death. So that money gets counted against you.rnrnGreg: Comes off your exclusion.rnrnTracy: Yes.rnrnGreg: Yeah. Okay. So, like, so in 2025, it goes back to 11 million, it sunsets, right? What if someone did an irrevocable trust and gave the money away, and took money away from their 22 million?rnrnTracy: Now?rnrnGreg: Yes.rnrnTracy: As of right now, they’re saying there’s no clawback.rnrnGreg: No, clawback. Yeah. That’s what I thought. So, just an example, that’s a huge window of opportunity to do some planning, but now, but if Biden would be elected, he has said that he’ll make it retroactive back to January 1st. So, some planning would have to happen relatively quick. And the $7 million. What does that count?rnrnTracy: You mean asset wise? All of it.rnrnGreg: Including insurance, unless it’s titled in a—rnrnTracy: In an irrevocable trust. Yes.rnrnGreg: In an ILIT (irrevocable life insurance trust).rnrnTracy: That’s the difference with Pennsylvania because Pennsylvania, life insurance is not counted for Pennsylvania.rnrnGreg: Okay. But it is for federal.rnrnGreg: So that’s big. So, Pennsylvania, it’s not counted. It is for federal unless it’s in an ILITrnrnTracy: Correct.rnrnGreg: You have the ILIT; own it. It’s amazing. We just have, like, we have people come through, and they have, they have a substantial net worth, when you add everything in, houses, everything, and their insurance is owned by them personally instead of the ILIT! And by investing, putting it in the ILIT, it’s out of your estate and—rnrnYou know, I just, I saw a million-dollar cash value, $2 million death benefit, this person’s over, so they’re over the 40% tax. There’s nobody; there’s not any insurance in that. Like, you’re going to get basically back your cash value. And, but it just was owned improperly.rnrnTracy: Right. The thing to keep in mind too that I always hear questions on is about gift limits for the year. People think that you can only gift $15,000 a year.rnrnGreg: Right.rnrnTracy: And you can’t gift anything more. You can gift $15,000 without it going against your unified credit.rnrnSo, you can gift, you know, $15,000 to a child, and you don’t have to file anything. There’s no reporting. If you want to gift more, if you want to give a hundred thousand dollars, then you file a gift tax return. And it just reduces that exemption amount that you get.rnrnGreg: And we see gifting a lot with 529s. So, a family may say like, ‘Hey, we’re going to fund, or in some cases over-fund 529s. So, then we can, you know, educate, help educate generations through, you know, continuing to give the money down. And in that case, you can frontload it for five years. So, you can accelerate the gifting for children’s education.rnrnFrank, why don’t you take us through some of the differences between the current tax policy proposed by Trump going forward and proposed by vice president Biden and give us an idea of some of the changes. So, let’s start with income tax. What would it be?rnrnFrank: I’ll tell you this time of year is our favorite time of year when there’s a presidential election—rnrnGreg: You’re a weird human being!rnrnFrank: Because especially in tax, because this is where we get all the phone calls. And we’re, we’re the most popular guy at the dinner table now because you know, they got the debates coming up. And what happens in every debate? They talk about tax policy. And I, my favorite is I always sit there and listen for the loophole. That’s the buzz word everybody uses. They close the loophole. What loophole? Congress says you get to deduct it; I don’t know where the loophole is!rnrnWhen it’s quite fun for us because clients always want to model it out, they want to understand, ‘Hey, if this proposal goes through, what does it mean for me right now? What’s it look like?’ So, for the next three months, yeah, it’s gonna be fun for us, but you know, obviously, we’ll see what happens with election day and answer your question, Greg, on the individual side, right? The top individual rate right now is 37%. So, under Vice President Biden’s proposal, he would bring it back up to 39.6%, which it used to be. Right. I always wonder where the 39.6 — why not 39, why not 40? Where did point six come from? So, if you can find that out for me?rnrnGreg: That’s to pay for the accountants.rnrnFrank: So, that would be the proposal. Now, President Trump wouldn’t make any changes, but he has said that he would have a special tax exemption for the middle class. He has some sort of proposal. We don’t know what it is.rnrnGreg: Yeah. I mean, the new proposal hasn’t come out, so it’s like, to be determined. So, I did a little math think that you may bring that up. So, I did a little investigating, because people say, should you increase the taxes on the wealthy? So, the highest income earners today, the top 5% of income earners, pay 59% of the tax—the top 10% pay 70. The top 50% pays 96.9.rnrnSo, the top 50% of income earners pay all the tax, like 96 or 97%. I’m not saying they should, or they shouldn’t. So, then I thought, okay, so is that fair or not? So, I went and looked, and I said, okay, the top 10% pays 70% of the tax. So, I thought, okay, but what percent of the wealth does the top 10% — and they’re a little different. And because one’s based on wealth, one’s based on income, but and that’s a lot different, right. But the top 10% of people that have the wealth, they have 69% of the wealth.rnrnSo, the question becomes, should — so, so that’s, that’s actually somewhat, if you line those numbers up, which, you know, people that make more have the ability to pay more, but then what does that mean? Like at what point do you have things like, you know, loopholes, right? Or whatever they are — they set up trusts, or they move to Florida.rn rnBecause your effective tax rate, you’re not just going to say, like wealthy people aren’t going to say like, ‘Okay, here’s 3%. That’s a good idea. Let’s go.’ No, they do things, right? They’re a little more careful. Maybe they cut their expenses. Maybe they cut their consumption, whatever those things are.rnrnWhat about on the corporate side? What’s the difference?rnrnFrank: So, on the corporate side of the court, the current rate is 21%. All right. And so that came down from 35%, several years ago. So, under Vice President Biden, it would go up to 28%. So, it won’t go all the way back to 35%, but basically, he’s gonna, you know, half of it’s going to go back, back up so, that’s his current proposal, which, you know, could be, you know, big dollars to the corporations.rnrnGreg: Costs. So, yeah. So again, what does that mean? Right. So, when it went down to 21, that makes it more competitive with the rest of the world. It has been a tailwind for the stock market because less taxes, more profit, profit is how you price the share of a stock or potential profit is how you price those shares of stock, and then that is the value of your 401k. 401k goes up or down.rnrnNow, could they cut some costs, potentially, to keep their profit up? Because at the end of the day, there has been a lot of money spent by the government. It was unanimous in the Senate. So, it’s not like some people could say it was Republicans; it was the Democrats — unanimous. This was a pandemic that was extreme, that needed caffeine straight to the vein, trillions of dollars into the economy, get things moving again.rnrnThat’s what happened. Got things moving again. When do you take the money back out of the economy would be the question, right? So, the corporate taxes would go up and then—rnrnOh, let’s go back to estate taxes. Cause not only is it increasing the exclusion — or decreasing exclusion, potentially of 7 trillion or seven million — million, billion, trillion — 7 million —rnrnTracy: Remember that seven million is for a married couple.rnrnGreg: For a married couple, but it also, there’s a proposal to stop — I think it’s important that people understand this — to stop the step-up in basis. Do you wanna explain that?rnrnTracy: Sure. So just take a step back and explain the basis in general.rnrnGreg: This is why she’s good. Like, we like this, that’s it — like what’s basis? It’s like, more than one base — bases. No, I’m just kidding.rnrnTracy: Let’s say you have Apple stock, and you buy Apple stock for 50 bucks.rnrnFrank: Or 500.rnrnTracy: So, what is Apple stock worth now? I don’t even know.rnrnGreg: Call it a hundred.rnrnTracy: So, let’s say it’s a hundred dollars. Your basis is $50. So then when you go and sell that Apple stock and you sell it for a hundred dollars, you pay capital gains on the difference between your basis and what you sell it for. So, in our case, $50. And for any capital gains tax, I know it depends on the income tax rate, but—rnrnFrank: Basically, 20% now, plus the net investment tax on top of it, 3.8%.rnrnGreg: Plus, state.rnrnTracy: So how the current law is, if you pass away, your estate and your family, inheriting your assets, get what they call a u0022step-upu0022 in tax basis. So instead of you inheriting the person who passed away basis at $50 for that Apple stock, your basis now becomes a hundred dollars. So then, if you immediately turn around and sell that stock after the loved one dies, you do not pay capital gains. You pay zero. President Trump plans, if he was elected, he plans to keep that step-up in basis. If Vice President Biden was elected, then he wants to repeal the step-up in basis.rnrnGreg: How long has that been around? I mean, is that like, I don’t ever remember there not being a step- up in basis, is that right?rnrnFrank: I’ve always seen it.rnrnGreg: Yeah. And I knew that; I was just curious.rnrnFrank: It’s double taxation, right? You’re taxing the estate once. And so why the beneficiary.rnrnTracy: Right. So, if that’s eliminated, though, then you would inherit that basis. And then when you go to sell the assets, and a lot of times you have to sell these assets in order to pay either the federal estate tax or the inheritance tax in the state that you live in, then you’re going to then pay capital gains. You’re going to pay your federal state tax, Pennsylvania inheritance tax, and capital gains on that as well. So, it could be a very big tax consequence on that.rnrnGreg: Yeah. That’s the part that hasn’t received much attention, probably because I don’t think most people are aware of the basis, and you know, but that could be more meaningful for dollars than the exclusion going down. I mean, that actually could generate more revenue. Now, whether it’s right or wrong is for people to judge. But that actually could be a huge revenue, a lot of revenue to the government.rnrnTracy: People don’t realize too, is that it’s a lot of times it’s more beneficial to inherit right now, either under the current laws, it’s better, more beneficial to inherit property versus to gift it to your loved one. I mean, I get calls probably once a week. Should I put my child’s name on my house?rnrnGreg: Yeah.rnrnTracy: Well, if you bought your house in 1940 for $20,000 and it’s in, you know, some up-and-coming neighborhood and it’s now worth three or four hundred thousand, that answer may be no, right? Because right now, you get that step-up in basis after you pass or your family does after the loved one passes.rnrnGreg: Right. And by the way, when we talk about step-up in basis, that is true of mutual funds also. But when you use stock or property, it’s also like people like own a lot of mutual funds. It kinda accounts for that also. So, you have to, just have to think of that concept more, a little more globally.rnrnSo, then the capital gains tax, so the capital gains tax, currently is good, Frank?rnrnFrank: So, it’s 20%, yes. With the additional 3.8% for the net investment.rnrnGreg: If you make over like 400 and some thousand, right. Something like that. Yeah. It can go down to 15 or zero-based. Is that right? Yeah. Yeah. So, that’s what it is currently.rnrnFrank: That’s right.rnrnGreg: And by the way, that’s up. So, just so you know, that was, I remember when it’s 15%.rnrnFrank: That’s right.rnrnGreg: It wasn’t that long ago when it was 15% capital gains. Because again, it is, sort of, double taxation, right? So, you’ve already earned money. You’ve paid taxes on the earnings, and now it’s your money you’ve already paid taxes on. And then that grows, and you pay a capital gain.rnrnWhat are the competing proposals out there by Trump versus Biden?rnrnFrank: Yeah. So, Vice President Biden’s proposal would be, if your income’s over a million dollars, your capital gains will be taxed at ordinary rates. So, back up to your 37, 39.6% tax rate.rnrnGreg: Okay. By the way, there are things you can do. So, like, strategies that we did when COVID hit in March and the market went down like really fast.rnrnI don’t care how long you’ve been in the business. Like, I’ve been in the business since ’86. I still don’t like that. I mean, it’s like, it still makes you — it’s uneasy — because anytime it happens, it’s based around an event that we’ve never really seen before or some aspect of it feels different. Right.rnrnSo, but when the ma— but what you do is, back to the Apple stock, it goes from a hundred to 50 (now Apple didn’t), but it went from 100 to 50, you can sell it at 50, buy another investment that is extremely similar. Apple would be a bad example, easier to do it in mutual funds.rnrnAnd then you capture that $50 loss, so any future gains you can offset. So, we were able, we have right now, losses for our investors, on the sidelines, so if there are any capital gains in the future, which there will be, we can offset them — and they don’t have to pay tax. So, if your advisor didn’t do that —a missed an opportunity. Now it’s a lot of work. We did it. Wow, wonder what we did. We were able to do it. We were able to do it in March, and we were able to do it last time, in December of ’18. So, there are strategies that you can do.rnrnSo, you said, capital gains go up over a million dollars. The capital gains tax goes up over a million dollars. How are dividends treated differently based on the two candidates?rnrnFrank: So qualified dividends and capital gains are both taxed currently at 20%. So, both of them under President, Vice President Biden, if you make over a million dollars, both of them would go up to the ordinary income tax rate.rnrnGreg: Okay. But it is for people making over a million. So again, people say, ‘Oh, that doesn’t really affect me.’ And but, you know, but it does affect some of our listeners. And it, you know, it’s just taxes tend to be a headwind to growth, right? So, taxes tend to be a headwind to growth, but that one doesn’t seem like it’s that extreme. As maybe, you know, 22 million to $7 million, that one could hit a lot of folks when you add all of your insurance and everything in. I’m interested in this; in fact, we’re going to have a future guest on and talking about, you know, they’re opening up a private school for underprivileged children. So, do either of you want to explain the Pennsylvania EITC?rnrnFrank: So, the Pennsylvania EITC, the tax credit entices individuals to make a donation to a charitable organization and education organization. Let’s just use an example of, you know, $20,000. If you’re going to make an investment of $20,000 to this organization, it has to be a two-year commitment, first of all. Alright. And then once you do it, you will get a, I believe it’s an 80 or 90% Pennsylvania tax credit from your investment. So, you know, you know, if you’re making a $20,000 contribution, it could be an $18,000 Pennsylvania tax credit. And then your remaining $2,000 would be a charitable contribution for, you know, for your federal tax return.rnrnGreg: So, think about that. Now you have to pay $20,000 in tax cause it’s so, because it’s like, it’s a credit, right? So, assuming you’re paying $20,000 and you’re willing to donate $20,000 two years in a row, you get a 90% credit. I think if it’s if you only do one year, what is it like 75 or something like that? It’s not the 90, but assuming you’re willing to say $20,000, I really care about this Catholic school or whatever. I really care about this place. I might as well take that money and donate it. And you have to do it through the credit, can’t do it directly to the school, and you get a 90% credit off your state. So, dollar for dollar. And then the 10% you write off your income tax. So, you could give away, you know, roughly $10,000 and it could cost you 700.rnrnAnd if you really care about the school, that’s like a great thing. That’s one of those things. If you really want to maximize your life and say, I want to make an impact, that’s one way to make an impact. And the government, our state is really going to help you do it by filling the void in some educational facilities.rnrnSo, you know, let’s go back to tax, the current proposals between the two candidates because one that isn’t getting any attention — startled — is how it changes for the retirement savings.rnrnSo, one of the things that isn’t getting much attention, that I’m surprised that affects a lot of different people because so many people are contributing to retirement plans — that’s how they’re saving for their retirement. You know, it’s been a huge change, where you used to work for a corporation for 30 years, you’d have a defined benefit plan, meaning that they would define the benefit when you retire. And they’re really not near as popular as they used to be. Now it’s defined contribution plans. That’s how people are able to retire. They have their 401k. That’s why I keep mentioning the impact on 401ks. They have their 401ks; they have a defined contribution that they contribute X amount, and it’s their money, and they’re in control. And one of the proposals that I’m surprised isn’t getting more attention, maybe cause of the lack of clarity is, is the difference in proposals on retirement accounts.rnrnFrank, would you just like to address what that is and what’s being proposed?rnrnFrank: Sure. So, this is under Vice President Biden’s proposal. So, under President Trump, there are no changes under Vice President Biden, and I know no one could see me when I use air quotes on equalize. So, the proposal is, they will equalize the tax benefits associated with these defined contribution plans. I personally don’t know exactly what that means, and where does it go? I think it’s a, ‘Hey, maybe in the next couple of debates this might come out.’rnrnGreg: That’d be interesting. Yeah. Cause I mean, I guess equalized means it’s going to be less beneficial for people of means to contribute, more beneficial for, you know, for people with less means to benefit and equalize. So, you know, more like a flat tax benefit versus graduated. Like it is on income, on the benefit. I think it’s more like a flat, you know, you’re able to do 22%, and I’ve heard it explained, but for me, it wasn’t clear, so I’m sure that’ll come out. So, everybody, listen for that. Listen for what the proposal’s going to be.rnrnFrank: Cool.rnrnGreg: Good. Tracy, I just want to, I want to go back to the 7 million because I just don’t want there to be any confusion when we say $7 million. That’s per couple, not per individual, and it’s only when you file something for portability. Do you wanna explain that?rnrnTracy: Right. So, a few years ago, well even back up even further, the traditional estate planning, years ago, was that you would have an A trust and a B trust because you could not add spouses’ credits together for federal estate tax. Well, they eliminated that with portability, which means two spouses, they can add their credits together. So, 3.5 and 3.5 under Biden or 11 and 11 under Trump. And then you get that as your federal state tax. Well, in order to preserve your spouse’s unused exemption, when they pass away, you have to file a federal estate tax return, and you elect what’s called portability. So, you follow return. It’s just for reporting purposes, that show the assets that they had in their estate. And then, most of the assets will get a marital deduction. So that then you get your entire spouse’s — they call it the DSUE. So, the decedent’s unused exemption. So, then that’s how you have to preserve that. So, the key is, if your spouse passes away, there’s a tax filing at that point.rnrnGreg: Complicated. Right. But here’s the thing. If I were a listener, here’s what I would, all you need to think about is, u0022Okay, well, that one applies to me. I better call someone.u0022 u0022That one applies to me, I betteru0022— and as we’re listening to this, make a checklist. And by the way, we are happy to play point guard for anybody listening to this, to make sure — we will worry about all this for you. We will put the right professionals in the room or refer you to the right professionals. So, then we can, you know, we can just make it a little more pleasant for you and your family.rnrnFrank, another tax that hits anybody that has a paycheck, right, is the social security tax. And there are some meaningful changes. They’re a little complicated. Could you talk about the potential changes under President Trump or potential President Biden?rnrnFrank: Sure. So, President Trump, in August, he actually had a directive related to social security tax. And so, he’s made it very clear that he’s looking for a reduction in social security tax on the employees. Vice President Biden, his proposal is focused on the donut hole. The current law right now is a maximum of $137,700. So, if your salary is maxed out at 137,700 is the max that you pay your social security tax, and then that’s it. Now Medicare goes on forever as much as you make, but social security is capped out. So, under Vice President Biden’s proposal, his proposal would be to turn it back on when your income hits $400,000.rnrnGreg: So, turn it back on. I got that. So that’s the donut hole. So, turn it back on for the employee and the employer?rnrnFrank: That’s correct.rnrnGreg: It’s not clear!rnrnFrank: No, it’s not clear, but right now, you know, you pay half, right? Then the employer pays half; the employee pays half.rnrnGreg: Wow. No more high-paid employees. Wow. Yeah. So, that’s meaningful. So that’s 6.2% additional tax on everything over $400,000, in addition to everything over 137?rnrnFrank: 137,700.rnrnGreg: Wow. Okay. That’s interesting. And then one of the other changes in the pass-through. So, you want to talk about the changes that may be happening.rnrnFrank: Sure. So, when we had tax reform several years ago, the corporate rate went down, as we talked about 35% down to 21%. A lot of pass-through businesses were up in arms—rnrnGreg: And they would be, such as?rnrnFrank: So, a partnership, an S-corporation, anything where the entity doesn’t pay the tax, its income passes through to the owner, and the owner pays tax. So, they’re taxed at their individual rate, which is obviously much higher than 21%. So, as part of tax reform, there was a special provision put in the code, section 199A, that’s for domestic businesses to get a special 20% deduction on their income. So, that’s what we have today. So, there are some businesses that don’t apply to that; Greg, you, and I, we don’t get that. But if the company is a manufacturer, makes stuff—rnrnGreg: An architect.rnrnFrank: An architect, exactly.rnrnGreg: So, tax is interesting to me. So, an investment firm, no; architect, yes — it’s crazy.rnrnFrank: Better lobbyists.rnrnGreg: That’s exactly what it is. It’s crazy.rnrnFrank: So right now, that 20% deduction is taken on your tax return. But Vice President Biden, he’s proposing that he would start to limit that deduction once your income hits $400,000.rnrnGreg: Okay. That seems like that’s an important number coming up, 400,000. Right. So that seems like we hear that number an awful lot.rnrnIf you were a listener and you were like, okay, and you’re like, okay, from tax, from wills, estates, trusts or elder law, right. If you could tell our listeners, each of you, here’s three things you should think about that you think would benefit the majority of the listeners.rnrnTracy: The big one is to find your dusty binder with your estate planning documents in them and read them.rnrnSee who’s in there, see what it says, and see if it’s still current. And if you don’t have an estate plan, then—rnrnGreg: By the way, we will find beneficiaries of ex-spouses. Like, we see it, that’s usually — now some are very, some divorces are very amicable. My experience has been that’s not how most people want it but go ahead.rnrnTracy: Or a deceased sibling or, and then it just makes a mess for your family. So, I think that’s the first thing is, find, you know, where you have your documents, take a look at them, read them and just make sure that you’re comfortable with what they say.rnrnGreg: And wait for our clients. You know, we do have a secure electronic vault where you can put them all electronic, so you can have access to them, in addition to in a safe somewhere.rnrnTracy: And then I’m cheating. Cause my number two is going to be building off of number one. I’d say number two; the big one is looking at the powers of attorney. I think those get glossed over a lot. A lot of people focus on their will. They focus on trust. They think that’s important, but with the aging population and we saw it a lot with everything going on with COVID. I had all these clients that were in nursing homes, and then the nursing homes were on lockdown. So, people were not going in and out. And you know, mom in the nursing home would always go out with her daughter to the bank, that was kind of their day out trip, Sundays. They went to, you know, Mondays, they went to the bank, got some money out. Well then, they weren’t able to do that. And mom didn’t have a power of attorney. So now, everything was stuck. There was nothing that they could do to help mom pay bills because nobody else was on that account. And they didn’t have a power of attorney in place. So, kind of building off of one is, I think, making sure you have updated ones, and if you’re in Pennsylvania, they changed the laws in 2015. So, you really want your documents to be later than 2015.rnrnGreg: Number three would be?rnrnTracy: Now, I’m thinking of two! Look at that. I have two in my head. One, I think, is that beneficiaries, like you were saying, look at all those beneficiaries and make sure they align with your estate plan.rnrnBecause that’s one thing, I see when I’m doing the estate administration side. So, when a loved one passes away, and I help that family through the process, they either never updated beneficiaries to align with their estate plan. So, they might’ve had an old trust beneficiary of a retirement account, or something is in that trust that no longer exists where it really should have gone, maybe outright to a child. So, making sure that those beneficiaries are updated is really important. And then I think having conversations with your children, I think that’s really, or your family members, if you don’t have children and on who’s going to take care of your situation: one, if you pass away or two if you become incapacitated. There’s a lot of people that are very, very private with their assets and their information. And I think that’s great if you work with someone like Greg because he usually knows about stocks, you’re comfortable telling him all about the assets. Maybe your family doesn’t know about what you own or where your assets are titled, but having somebody know where those assets are, is so important. Because I can’t tell you how many estates we have where we don’t know even where the bank account is. If there are life insurance policies—rnrnGreg: Oh, the kids, they get them based on what’s coming in the mail.rnrnTracy: Yes.rnrnGreg: u0022Oh, we have an account there. Oh, there’s an account there. Or there must have been an insurance policy. Oh my gosh, we owe this.u0022 It’s like every day they get the mail, and that’s how they figure out what’s going on.rnrnTracy: Yes. I had an estate once where it was a year and a half later, and they owned individual stocks, and that stock had not paid a dividend. So, there wasn’t any tax reporting. There was no dividend. And then it finally did, and it came out of the woodwork.rnrnGreg: Where’s that? Yeah. So, we can’t encourage folks enough to do family meetings. We at our house, the Weimer house, we do it on December 26th. We have a family meeting, and that’s because we think family meetings are important. It also encourages them to be home for Christmas. So, if they want to be in the will, you gotta be there. So, what we do is we literally, we, I think we’ve done three, and they’re getting better. And, you know, I hope we’re going to do them for the next 20 or 30 years. And by the time 20 and 30 years come, they’re going to have a better idea of how to invest — the values, the expectations because I, I clearly don’t want any assets to be squandered, but more importantly than that, I want everybody to get along and have a relationship.rnrnAnd, and the way you do that is: you communicate, I said earlier, 90% and 70%, you know, the second generation, third generation things are squandered. And it’s because of a lack of communication. They’re like, u0022Oh, I don’t want to talk to them. I don’t want them to know. I don’t want them to get lazy.u0022rnrnWell, I mean, I’m only fifty— just turned 56. So, I’m going to be around for 25 30 more years. So, if my kids are waiting to get my assets, they’re going to be broke for like a really long time. So, but, when they do, I want to make sure that they’re handling them the right way, so they can pass them on to the next generation. I know there’s a belief out there that, u0022I don’t want my kids to get lazy.u0022 You’ve done a great job raising your children; at the age of 40, your children are going to be what their children are going to be. And it’s not going to make them lazy if you do it in the right way.rnrnSo really important, and by the way, you can still communicate without being specific on all the numbers. But having a conversation among the children is really important. And we include the spouses because spouses can fight just like children can fight. So, we bring everybody together to talk about it. And I’ll tell you, the first one was weird. You know you got to get over that. And then over time, rightfully so, it becomes more comfortable.rnrnTracy: Nothing says Merry Christmas and happy holidays like talking about your will.rnrnGreg: That’s it! Here we go, right, right. So, if my kids pushed me down the steps, we’ve had this conversation.rnrnFrank: what, go ahead.rnrnFrank: I’d say they’ll do it before the exemption goes down.rn  rnGreg: Right, right. Hurry up. So, Frank, three things, if people are listening, what should they be doing?rnrnFrank: So, the first one is plan. There are so many times we see people just come around April 15th; here are all my tax documents—rnrnGreg: In a shoebox.rnrnFrank: In the shoe box. And it’s like, Oh my gosh, I owe $100,000. Like no planning. No thinking about the transactions during the year, the income, the taxes paid, just showing up on April 15th, and being just shocked and surprised.rnrnGreg: Think about how long someone takes planning their vacation versus planning their life financially or taxes. I mean, if you spent more time on the tax side, maybe you could take a better vacation. Right? You wouldn’t have to go to the condo place. You can do whatever. Save a hundred grand.rnrnGreg: So that’s one.rnrnFrank: So, the second one, I’d say is, just be educated when it comes to taxes. So, we’re talking a lot about Vice President Biden, President Trump, but keep in mind, Congress has to be involved too, right? Congress is generally where tax policy starts.rnrnGreg: Right. And by the way, you know, clearly, the house is Democratic, and it looks like it’s gonna stay that way. The Senate also looks like it could go to the Democrats. So, it looks like it. And that’s just, and I’m not political, you go on RealClearPolitics. You go under the Senate map, and you’ll see that it’s 47 Republican, 46 Democrat, and then seven toss-ups and six of the toss-ups are on the Democratic side. That’s polls. We all know polls aren’t always right. But if you listen to the polls, you’re right. I mean, you have to, you have to watch all of this as you’re anticipating tax policy.rnrnFrank: So, so that’d be my advice. Just be educated and, and focus on what Congress is saying as well. Because a lot of times, that’s where policy starts. Right? I would say the third thing would just make sure you’re doing tax-efficient retirement savings. Right. Everybody’s working so hard, and you’re so focused on right now, right now, right now, but thinking about the future, right, then retirement, but having someone advise you, even if you can’t do it yourself of just, you know, u0022Hey, how do I do this in a tax-efficient manner?u0022 Because there’s a lot of inefficient ways to save for retirement, but there’s also a lot of efficient ways as well.rnrnGreg: I’ll tell you another virus out there that’s dangerous. The virus of defined benefit plans that I explained to defined contribution. Because what companies have said is, it’s now the responsibility of the individual to contribute, defined contribution plan in your 401k. And so, now it’s not like, okay, you work there for 30 years, you get 80% of your salary, and you stayed at the same employer the whole time. It’s not like that. Your retirement is going to be based on how much you saved.rnrnAnd the virus is: not sure America is retirement ready. Right? So, America may not be retirement ready. And that’s why you have more of u0022softu0022 retirements where people at 60 or 65, they don’t really stop working; they tend to get a part-time job because they can’t really afford to be able to retire. So, the earlier you can start, the better. And couldn’t agree with you more, Frank, do it a tax-efficient way. Get the match from the company. It’s amazing how many people have a 401k, and they don’t contribute. It’s just; it’s truly remarkable.rnrnOr, or we see it all the time. When we look at their allocation, they’re in; they’re in cash or bonds. Like, and again, that could be right (probably not), but it could be right. Because it’s the last money, you spend. So, it has the longest timeframe. So, it should be where you’d accept the most fluctuation, but for people to be in bonds when they have a 20-year time horizon or 30-year time horizon is unlikely to be the best option. It could be (hedge), but unlikely. Fair?rnrnAnd by the way, we’re just trying to give information because what we’re trying to replace is facts with feelings. And some people may say higher taxes are great because we want to reduce the debt. And that’s the way to do it.rnrnOther people may say lower taxes are better because they’re not increases growth, and that’s the way to increase or reduce the debt. Some people may; I shared the numbers on what wealthy people are paying today, you know, the percentage, some people may think they should pay more. You know, it would be disproportionate to what, you know, where, where the money is allocated. But it’s important that people just think about that and take the emotion out and come to a good, a good decision.rnrnSo Frank, Tracy, thank you so much. That was just a ton of information and truly just nuggets that people can use. And I know for our listeners, it’s like, u0022Whoa, that’s a lot,u0022 but, but please reach out to professionals, get with someone you can trust.rnrnLet us help you. Call Frank. Call Tracy, but let’s make sure that we understand the planning behind taxes during your life and then equally important for your legacy. So then, ultimately, we can make good decisions along the way.rnrnSo, thank you so much. I really really appreciated the time and enjoyed the conversation.rnrnTracy: Thank you, Greg.rnrnFrank: Thanks for having us.rnrnGreg: Thanks for listening. If you’d like to hear other subject matters that may be of interest to you, please check us out at confluencefp.com/podcasts.

    This session was recorded on September 24, 2020.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

    This podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.

  • Why We Chose Confluence Financial Partners

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    Join us for an insightful conversation with Greg Weimer, CEO, and the newest members of the Confluence Financial Partners Team:

                    Rande Casaday, MBA | Wealth Manager

                    Paul Frey, CIMA, CFP® | Wealth Manager

                    Mike Touscany, CFP® | Wealth Manager

    Rande, Paul, and Mike discuss the reasons for which they are excited to be a part of the team – including the culture of Confluence, access to local resources and expertise, and how a daily focus of “How can we add value to our clients lives?” will make an impact in both the short and long-term.

    If you have questions or would like to connect with Rande, Paul, or Mike, please find their contact information below.

                    Rande.Casaday@ConfluenceFP.com | (412)815-4730

                    Paul.Frey@ConfluenceFP.com | (412)815-4738

                    Michael.Touscany@ConfluenceFP.com | (412)815-4740

    Confluence Financial Partners was nominated as one of the fastest growing companies in Pittsburgh by the Pittsburgh Business Times in 2022. Privately held Pittsburgh companies were ranked by revenue growth between 2019 and 2021. Companies must have had at least $2 million in revenue in 2021 to qualify. SHOOK Research is independent from Forbes and does not receive compensation from the advisors, firms, media, or any other source in exchange for placement on a ranking. The ranking algorithm reviews data weighted to ensure the priorities are given dynamics such as ‘best practices’, business models, business activity, etc. Each variable is graded and represents a certain value for each measured component.

  • The Power of Perseverance: Chris Hoke | Episode 9

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    Perseverance through adversity is essential to success across all facets of life. Our guest today, Chris Hoke, is no stranger to perseverance and adversity as he spent his entire 11-year NFL career with the Pittsburgh Steelers, going undrafted in 2001 to ultimately helping his team win two NFL championships.

    Join host and Partner of Confluence Financial Partners, Greg Weimer, Wealth Manager-RJFS, as he interviews Chris Hoke on how leadership lessons learned on the football field apply to his post-NFL career as a successful entrepreneur. If you’re interested in learning more about the importance of goal-setting, maintaining mental toughness through adversity, or you want to hear some stories from a Steelers great, you won’t want to miss this episode.

    Confluence Financial Partners — The Power of Perseverance: Chris Hoke | Episode #9rnrnGreg: J.K. Rowling’s Harry Potter series was turned down by 12 publishing companies. Thomas Edison was called “stupid” and “unteachable.” Walt Disney was fired from the Kansas City Star for lack of creativity. Our guest today, Chris Hoke, went undrafted in 2001. Imagine that.rnrnGreg: Why do I say that’s unbelievable? Cause Chris Hoke went on to play for the Steelers for 11 years. Play in three Super Bowls, win two Super Bowls, have a starting record, 17 wins, and one loss. Candidly, what he’s done since he retired is equally impressive. After the Steelers, Chris has gone on to have a successful business career and also make a wonderful impact on the Pittsburgh community and, at the same time, be a great husband and a great father.rnrnChris, thank you so much for joining us today. I’m really looking forward to this conversation.rnrnChris: This is awesome. I’m excited you asked me to be a part of this.rnrnGreg: Oh, that’s so nice of you to say when we spoke, what was it, two weeks ago on the telephone, okay, what can we talk about? And I said, ‘Hey Chris, what do you think?’ And boom, an hour later, this may be the easiest podcast I ever—rnrnChris: Two high-energy guys! Just couldn’t stop talking, right? It was great.rnrnGreg: Well, we appreciate it. I think the listeners we’re really going to learn from you. And, one of the things I’ve, as I’ve learned more about you and I’m going to tell you when I first met you, I have to tell you this now. Yeah, so years ago, and I wouldn’t expect you to remember, but years ago, I came in to speak to the rookies. And we were in an Italian restaurant, I think, over in like Fox Chapel.rnrnChris: Okay.rnrnGreg: And I came in to speak with the rookies. And that was your rookie year. That’s how long ago it was. And that’s the first time I met you, and there was something about you. I mean, I remembered you from then. So, I was really looking forward to this and, and following in your career andrnrnLearning more about you, what is really amazing is not only your success but how you have absolutely overcome adversity.rnrnChris: Oh, man.rnrnGreg: And whether you’re in sports, business, as we’re finding out in the markets, you’ve got to survive adversity. You’ve got to be tough. Why don’t you help our listeners with, what are some of the things you’ve done to get through those difficult moments? rnrnChris: Listen, life is filled with adversity, right? Everybody’s going to face it. Doesn’t matter how much money you have, how much money you don’t have. It doesn’t matter your circumstance of life. You are going to face adversity, and so it’s how you look at it, how you attack it. And there’s something, Coach Tomlin always said, ‘You’ve got to smile in the face of adversity,’ right? Smile at it and keep going. And the people that are successful, the people that achieve greatness are the ones that power through it and smile all the way.rnrnYou think of like Hines Ward, right? Where he would just blow someone up and just smile. That’s, that’s kind of, in my mind, that I see in my mind’s eye, when I think of someone’s smiling in the face of adversity. And in my life—that’s almost the story of my life, Greg is overcoming adversity.rnrnYou know, I came to the Pittsburgh Steelers like you referred to. I was an undrafted free agent, right?rnrnGreg: I didn’t realize that. Tell them your signing bonus.rnrnChris: You see millions and millions of dollars being thrown around the NFL right now. In 2001, the Pittsburgh Steelers called me and signed me to an unrestricted free agent contract. My signing bonus was $2,500.rnrnGreg: Unbelievable.rnrnChris: After taxes was $1700. I had a smile from ear to ear. I’ve got 1700 bucks, more money I’ve ever had!rnrnGreg: And how many Super Bowls?rnrnChris: I got two Super Bowls.rnrnGreg: Two Super Bowls and you played in three.rnrnChris: Yeah.rnrnGreg: And I think I heard a stat that is amazing to me. What is your record as a starter?rnrnChris: Okay, so this is a great stat. So, you know, the majority of my career, I was a role player. So, I played all the games, I was a big contributor, but I started 18 games in my career. And of those 18 games, the Steelers were 17 and 1.rnrn And let me add to that, the one-loss that we had was out in Oakland, right? We held the Oakland Raiders; I want to say to 98 yards total offense. Total offense! And Ben had a fumble recovery returned for touchdown and had an interception for a touchdown. And we lost the game.rnrnGreg: Blame it on Ben.rnrnChris: No, I’m just telling you! You can blame who you want. But the reality is, the defense came through. It was obvious to me. Listen, every NFL player, every professional athlete you play the game long enough, you’re going to have an off day. Ben’s had a zillion more great days than off days. That was his off day.rnrnGreg: Well, I think in the season we just completed, we know how important he is to the team.rnrnChris: Absolutely.rnrnGreg: Truly incredible. So, so you go from coming in 2,500 bucks, free agent, right? Not drafted. And then you go to winning two Super Bowls. Some, you had to do something in between there that was really important to help you overcome that adversity.rnrnChris: Yeah. I’ll tell you what Greg. It was a grind. It really was. And I had to be mentally tough.rnrnGreg: Did you ever want to give up?rnrnChris: Absolutely, I did. But I didn’t.rnrnGreg: Lesson learned, right? I wanted to give up, but I didn’t.rnrnChris: Absolutely. That’s a Kenny Chesney song, “But I didn’t.”rnrnBut let me tell you. So, I was in the first training camp, and it was, I mean, I came into camp, thought I had a great off-season training program, OTA as they call them. We come in, out of 10 defensive linemen on the roster. I’m 10. And luckily, Casey Hampton held out, and he held out of that camp, and it gave me an opportunity to get some more snaps. I was able to prove that I, you know, I got something inside of me.rnrnGreg: Right.rnrnChris: And I remember after the first couple of weeks, I still wasn’t getting a lot of snaps. I really wasn’t, even though I had the section one from Casey — I worry about what it would’ve been like if Casey would’ve come to on time!rnrnGreg: Right.rnrnChris: Right. So, I remember calling my wife and being in tears, ‘Hun, I don’t know if I can do this. I don’t if I can continue on because I don’t have a chance here. But there was something inside of me said that if you give up now, you’ll regret it the rest of your life. And so, I continued to move forward. Continued to grind. Continued to work. And there were a lot of sleepless nights. I woke up many times, Greg in sweats. Not sweat clothes, sweats, sweating.rnrnGreg: So that’s a good lesson. Whether you’re a young athlete, whether you’re an entrepreneur, whether you’re an investor, whether you’re watching panic in the markets, right? I mean, and it’s not to suggest just because you keep going, the pain stops. It means if you look out five years, you’re going to be okay. But you have to look at the horizon and so many people in times of adversity like you had, right?rnrnChris: Absolutely.rnrnGreg: The times of adversity, you shrink your time horizon. Instead of looking out, you looked out and said, someday, I’ll regret this.rnrnChris: Absolutely.rnrnGreg: Investors that are long-term, if they act irrationally in the short term, someday they’re going to regret it.rnrnChris: Impulsively, right?rnrnGreg: Impulsively.rnrnI heard a stat on Navy Seals. 80% of Navy Seals that ring the bell quit before the physical activity. Not during or after, in the anticipation—rnrnChris: Absolutely! It’s in the anticipation!rnrnGreg: It’s the anticipation of continued pain.rnrnChris: Yeah. It’s the fear of that pain, and people fear hypotheticals. People, that’s the problem is, you know, I look at this and I think, man, what if I don’t make the team? How am I gonna go home and talk to my friends? How am I going to go tell people I didn’t? I didn’t make it? Or what if I get into the game on Friday night and the first game’s against the Atlanta Falcons, which it was, my rookie year, and I don’t play well, and I’m embarrassed. It’s all the fear of what could happen.rnrnGreg: What happens if the market keeps going down for three more months? I have no idea what’s gonna happen in the next three months. You didn’t have any idea what was gonna happen with the Falcons. You knew if you continued to work hard, at the end of the season, you’d be happy and someday, two middle-aged guys would look back and say like, Hey, it all worked out. Same with investors when they look at the long term. Another thing you said to me when you joined the team, you were very careful of the players that you spent a lot of time with.rnrnChris: Sure, sure. You know, one of the things is you surround yourself with greatness. I wanted to surround myself with guys who were been-there-done-that guys. Guys that had been successful in the NFL, so I like to talk to. Back then, it was the Aaron Smith and the Kimo von Oelhoffen, right?rnrnKimo had been around the NFL for a long time. I roomed with Kimo, and I would talk to him about his techniques. I would ask him what he would look at when he was in his stance, in a certain defense, or how he would react to certain blocks. I tried to be—rnrnGreg: A studentrnrnChris: I wanted to be a student of the game. In order for me to survive in the NFL for 11 years, I had to love every bit of football, not just playing the games. I had to love the preparation. I had to love the practice. I had to love that, you know, anticipation of the game. I had to eat it. I had to sleep it.rnrnGreg: You had to love the process.rnrnChris: I had to love the process.rnrnGreg: Right?rnrnChris: Yup.rnrnGreg: I mean, and that’s true again in business. That’s true. It’s interesting how it is parallel, in that you just have to absolutely love the process.rnrnChris: You do. And, and you, you sent me in a comment earlier that I want to kind of expound on a little bit. You know, what keeps you going? How can you smile in the face of adversity?rnrnI think there’s two things that come to my mind is number one; you have to have foundational principles. You have to stand on something. And if you’re standing on sand, if you’re standing on what other people want you to do, if you’re standing on what other people are telling you to do, you’re going fall, you’re going to quit. You have to have rock-solid foundational principles for you to stay strong in adverse moments. Right?rnrnAnd number two then is having goals. I mean, goals are huge, right? I heard once that if you don’t write goals down, there’s a thought, and they come and go. They’re fleeting, right? So, right. Have these goals, long-term goals and when you’re going through adversity, when you’re going throughrnrnA downturn in the market, stay true to your goals, stay true to your long-term values and goals, and everything’s going to come out on top.rnrn Greg: It’s so true. It’s interesting how people say; I’m a long-term investor. My goal is to invest for 30 years from now for my great-grandchildren. And then it’s like, “Hey, what is going on in the market? Do you think we should get out?” It’s the goals.rnrnAnd how do you go about setting your goals? How do you go about tracking them? Um, my family will tell you that we have goal days in the Weimer family, and I’m a little bit of a goal nut. So, I put them on a graph. I have five that I’m trying to achieve every quarter. I have daily things I want to do. How do you keep your, how do you set your goals, and then how do you keep them in front of you, and then how do you track them?rnrnChris: Well, I mean, I’m not as technical as you, I don’t have on a graph or on a spreadsheet or like that, but I’ll tell you I’m old school. But the way I do that, first, I tried to discover my goals. I tried to discover what it is that, what are, what do I want to accomplish? What do I want to do? What am I interested in? Where do I want to go? What do I, where do I want to take my family? So first I’m discovering that, right? And then I try to come up with a plan. How am I gonna achieve those goals? What are the steps I need to take to achieve the goal that I just discovered, this goal that I just set? And then you gotta go ahead and act, act on it, and move forward on your plan.rnrn And during and after you’ve got to reflect, you’ve always got to be in a state of reflection, reflecting, how am I doing? Where am I? Am I acting on the steps that I came up with, the plan, the game plan to ahieve my goals?rnrnGreg: And did you do that when you were in the NFL?rnrnChris: I always had goals. I always, it was actually two days ago. I found my journals. I kept journals during training camp because I thought, I’m gonna keep it for my kids, now I’m excited I had them. At the start of every training camp on the first page. I had my goals for that year.rnrnGreg: That’s awesome. So, I had read, I don’t know where, I listened to Lou Holtz, say like 116 things he wanted to do. So, what it may have been 120, I don’t remember the number. And so, I thought that sounds like a good idea, and so I did it. So, I wrote down, and I think I came up to 106, 107rnrnWhatever it was. And just recently I found that notebook. Yeah, that’s amazing. Just by writing them down. Yeah, they happen.rnrnChris: They happen.rnrnGreg: But you have to visualize them. You have to not only think about what they’d look like when you get there; you have to think about what it would feel like when you get there. It’s the feel thing.rnrnChris: There’s something powerful about sitting there and, and thinking about your goal and then imagining yourself achieving that goal and what that feels like when you achieve that goal.rnrnGreg: If I do or don’t.rnrnChris: If you do or don’t, but for me, you want to achieve that goal. What I try to do is I, if I want to, you know, get a— I don’t know what it is — I mean, if I want to buy a certain car, I guess, right, or whatever it is, right. That’s the goal. You write it down. You ponder, I think about it. And then you think in the future, what would it feel like when I write that check?rnrnGreg: That’s it.rnrnChris: Pay for that car. And that feeling, it seeps deep inside you, man. And it does something powerful that catapults you on the path that’s in that goal.rnrnGreg: So, when we are helping people find their goals, cause not everybody is goal-driven like that. So, when we sit down with clients, we have to really help them think about “what they’re all about, is really all about.” And you can just see the change in their body language and their, just when you say like, okay, grandchildren’s education, or like, you know, creating a legacy, or making sure that my family’s able to go on fabulous vacations to create moments together, whatever those things are. And when we really talk about them and then put together a plan around them, at the end of the day, it’s how we help people maximize their life and maximize their legacy, which you and I have talked about.rnrn But some people aren’t, some people aren’t necessarily driven like that. But if you can be like that and you are an extremely intentional guy, if you do behave that way based on certain.rnrnfundamentals, certain foundation, and then you really feel like what you want your life to look at; then, life just doesn’t happen to you.rnrnChris: Nope. You make it happen.rnrnGreg: You make it happen.rnrn Chris: My dad used to always tell me when I was a kid, he said, there’s three types of people in this world. Have you heard this before?rnrn Greg: No.rnrn Chris: So, the first person makes things happen. The second person watches things happen. And the third person says, what the heck just happened?rnrn Greg: Right. Make it happen.rnrn Chris: He’d always tell me, my dad was a very successful businessman in Southern California, and he would always tell me, make things happen.rnrn Greg: Make it happen.rnrn Chris: Don’t let it just happen to you because it won’t happen very often.rnrnGreg: Yeah. So, what rituals do you have? So, you put your goals together, and my guess is you have some, you have some big goals, and I know your morals, and I know the type of person you are and you — that are a great foundation. What type of rituals do you put together in a daily basis to make sure you’re in the right, you’re in the right state to achieve those goals?rnrnChris: I think it’s always getting up ready for the daily grind. Right?rnrnGreg: And what time you get up?rnrnChris: I get up at 5:00 a.m. I’m at 5:00 a.m., down in my office. I do some deep thinking, pondering, I study the good word. And then I study other things in the morning.rnrnI get up and get a great workout in. I always got to get that workout, and I don’t feel right during the day, Greg, unless I get that, you know, hour of exercise in the morning. But you can’t do that if you’re waking up at 7:00 a.m. The day’s gonna pass you by. Right. So, you gotta get up at 5:00 a.m. and get those things done. I read something I think two days ago that most billionaires get up at 4:00 a.m.rnrn I’m thinking; I’m starting, I’m starting to play. Do I get up at 4:00 a.m? Dad-gum! I gotta go to bed at like seven. My wife won’t like that with five kids at home. But you know, it’s, it’s um, so the daily grind, it’s getting up and being intentional with your day. I have an appointment—rnrnGreg: Do you have a daily plan? Like, do you have a daily plan where—rnrnChris: I do. I have a notebook. It’s an old school notebook. Right? So, a spiral notebook, it’s not one of these, like these businessmen notebooks that are like the focus plan or whatever it is. It’s an old spiral notebook. And I was, I’m pondering, I think through my day I write down all the things my to-do list of what I want to do. What I like to do is, I love reading the book and listening to the audiobook of Seven Habits of Highly Effective People.rnrnGreg: Oh yeah, Great one.rnrnChris: Awesome stuff, right?rnrnGreg: Isn’t that the one that Covey, he said: “The main thing is to keep the main thing the main thing.”rnrnChris: The main thing. Yeah. And, and so he talks about, you know, things that are important and a priority and things that aren’t important, but a priority. You know, he talks about those different quadrants.rnrnGreg: Urgent versus important.rnrnChris: Yeah. That’s what it is. Urgency. Yeah. Important.rnrnGreg: Because urgency tends to take over rather than over importance. I’ll tell you; this may help you.rnrnOne of the things I do is I put my five goals for the quarter on top of my page every day. And then IrnrnThink about, okay, they’re my five goals I want to have this quarter. And then I think, okay, what’s the one thing and the book, The One Thing, great book, if you haven’t read that one. Oh, it’s a good one. What’s the one thing I need to do today to make the biggest advancement on those goals? And then, what’s the next three, and the next five? So, if I showed you any of my days, I have them color coordinated based on my one thing, my three things, and my five things that I need to get accomplished every day. If I do that. If you total it up, it’s what, nine things?rnrnChris: Yup.rnrnGreg: So, I could get nine things done. If I get my nine most important — forget about that, if I get my three — forget about that, if I get my one most important thing every day, it’s gonna make a big difference if I do that every day.rnrnChris: I like that.rnrnGreg: And then, ideally, I’d have more than that.rnrnChris: Yeah.rnrnGreg: But it just may help you. I mean to keep focus on the main thing.rnrnChris: Yeah, absolutely. You know I said I write in a notebook and it’s bound notebook, and I try to follow that every single day cause you know, I’ve seen too many people with, you know, their minds all over the place and they don’t have a plan. To me, a to-do list is a plan of how what, what’s important to you that day.rnrnGreg: Right.rnrnChris: I like that, though.rnrnGreg:    The One Thing, read the book, it’s a good book, The One Thing.rnrnChris: I’m going to read it.rnrnGreg: So, father of five, you got a lot of energy. Your focus, how do you transfer that as a dad, to your five children?rnrnChris: Oh, listen, they’re everything to me. My wife is my best friend. Um, my five kids, everything I do is for them. And it’s important in my life.rnrn Greg: And it just came from, I wished, I wish this was videoed because your whole body changed. I mean, that was just so clear. So, that came from your heart.rnrnChris: Yup. They’re, they’re everything to me. And, I think, yesterday, you know, so many things are going on in our lives, right? And two nights ago, my 14-year-old daughter, who is just my princess, she says, ‘Hey dad, uh, you know, I have tomorrow off from gymnastics,’ because she’s a level, 10 gymnast.rnrnChris: And she says, ‘Hey, can you pick me up from school and take me to get a Cherry Limeade from Sonic. And you know, 2:30, right in the middle of the day. And I was like, ‘Oh man, it’s gonna…’ At first, I told her, I said, ‘I mean that’s a tough time for me.’ And when she walked away, I thought, ‘Oh, that was the wrong answer.’ So, I walked over and said, ‘Honey, I’m going to pick you up at 2:30 tomorrow.’ And I picked her up, we went to Sonic up in Wexford and grabbed the Cherry Limeade together. And that night, she came with me with a hug and told me, ‘Thank you for taking me.’ And it’s a special time, you know? And that’s what it’s supposed to be like, right? I mean, we can deal—rnrnGreg: Children will never forget those moments.rnrnChris: I’ve told my wife, listen, I can deal with stress outside the home. I can deal with adversity outside the home. As long as our family is strong. And I think that everybody if they have a look deep inside themselves that say the same thing. You know, sometimes we get caught up in what’s going on outside the home. We get caught up in the ways of the world. We get caught up in trying to be rich or trying to be successful in our business. But really, I believe with all my heart, Greg, that the most important work that we can do with individuals, is the work that goes on in our home.rnrnGreg: My guess is if you had a choice: successful entrepreneur, successful football player, all-world dad, all-world dad wins every day of the week.rnrnChris: 100%. I hate missing my kids’ events. I let very few things get in the way, and if I can help it, I’m there. I mean, I’m at all their rec basketball games or school basketball games or school football games. I mean, I’m at everything. Gymnastics meets soccer games. I’m happiest when I’m at their events.rnrnGreg: That’s awesome. Congratulations on that. That’s inspiring. Um, so you have transitions, right? So, between being a dad, being a football player, now being a successful entrepreneur, how do you transition? Because it is about the transitions, right? So many people, we have transitions in our life. We have chapters to our life. How do you transition from being a football player … to a successful businessperson?rnrn Chris: Oh, man. A lot of the lessons that you learned as a football player can be applied to business, right?rnrnAnd honestly, there’s a lot of “same as” and you’ve seen that. I mean, a lot of “same as.” In business, for example, we talk about overcoming adversity. There’s nothing like facing adversity in a sporting event, on a football game, in a season and overcoming it and taking that —rnrn And you’re always going to have adversity in business. It’s nothing like working with a team, right? Working with a teammate, working with a unit. You’ve got to do that. In most business settings, you got to work with a team. And, you know, listen, I have a lot of great friends that I played football with. We didn’t always see eye to eye. We had to work through some of our differences, right? We value each other’s differences, and sometimes there was some heated discussions, so we worked through it. But those valuable lessons that we learned working through those things together can serve valuable in business. Right? You talk about how about this one? How about winning a Super Bowl and then trying to come back the next year and stay motivated and working hard, right? And not getting complacent.rnrn How many people in business they have a wonderful sale, right? Or the market tanks like right now, and you infuse a ton of cash, and then a year later, the market goes back at 30,000, and you make several, you know, whatever, millions or hundreds of thousands of dollars. What do you do now? How are you gonna respond? What’s your next move? Right? It’s staying focused on the prize, which is your goals, which is what you set out to do.rnrn Greg: Yeah. It’s hard to break through those plateaus. When you say like you win a Super Bowl. It feels like a peak!rnrn Chris: Yeah.rnrn Greg: How do you turn it into a plateau where then you can take it to the next level?rnrn Chris: It’s goals.rnrn Greg: It’s goals, it’s A-number one. Couldn’t agree more: goals. And then you have to take like massive action, like not action, massive action, which comes with behavioral change, which is very, very difficult.rnrnChris: And here’s what happens. You win a Super Bowl, and your life changes.rnrnGreg: Yeah.rnrnChris: People look at you differently. People treat you differently. How about this one, you start a business and all of a sudden, you’re driving, you’re driving a loaded Beamer, right? Or you’re driving a Tesla? You get this huge 15,000-square-foot home, and you’re living out where you live, in Sewickley, wherever you live, right? And you have these wonderful things, and people treat you differently, right? How do you handle success, right? How do you handle success, because as quickly as you earn that money, it can be lost!rnrn Greg: Right. Ideally, not if they invest with us. But I get your point.rnrnChris: But this for our listeners, how do you handle success? Is a big deal. It’s a big thing that you have to consider because if you can handle success like a champ, right? Not a chump, a champ. You can; you can achieve even greater heights.rnrnGreg: Yeah. My partner, Jim Wilding, his one son wrestles or wrestled at Virginia Tech, and in their locker room, he tells me, and I won’t get the words right, but “it’s not only how you handle success, but how you perform on your most difficult day is what makes the difference.” So, like what we were talking about before, what defines you is what you do when you do not know when you do not know what to do.rnrn So, the difficult times also define you, right, when you’re down and out, and you’re, you know, you’re calling your spouse and saying ‘I can’t do it anymore. The market’s gone down and I can’trnrn Take it one more day. I know I have a five-year time horizon, but I want to know what it’s going to be worth tomorrow.’rnrn So, what defines you is those difficult moments, in addition to your success.rnrnChris: Absolutely, it does. And it does, because, when the going gets tough…you know, and you don’t know how to respond…rnrnGreg: Yeah.rnrnChris: …You just got it, you know, dig deep. And the ones that continue to go and continue to work hard, continue to work, are the ones that are gonna achieve that success. And a wrestler, I mean those guys, man —rnrnGreg: Wrestlers, many of the listeners know, my partner is Jim Wilding, he has a couple boys that are going on to be Navy Seals. One is a Navy Seal; one’s about to be Navy Seal. One is on their way. And when you look at who makes it…rnrnChris: Yeah.rnrnGreg: Number one, well, they have to be a high school athlete, they tend to make it, and wrestlers—rnrnChris: Well, wrestlers are mentally tough, it’s a grind, absolutely—rnrnGreg: But being mentally tough—rnrnChris: Oh, it’s, it’s, it’s everything.rnrnGreg: It’s everything.rnrnChris: Mentally tough, you cannot break under pressure. That’s another thing we talked about, what did I learn as a professional athlete? It’s how to perform under pressure. Right. You know, I think of the difference between the regular season of an NFL season and the postseason of the NFL season. Right. And a regular-season game, there is a lot of pressure and a lot of intensity in the first few series of the game and at the end of the game, right? So, it’s once you get through a few series inrnrnThe game, maybe it into the first quarter, things kind of settle down a little bit and you start to play and then it stays like that. And then once you get into the game, if it’s close, that’s when it seems like the intensity picks up, right?rnrnYou get in a playoff game. It’s, it never slows down.rnrnGreg: Turn the volume up.rnrnChris: It is intense. It is. You look at, you think of like a speedometer. It is in the red, the whole game. And you’re trying; you have to be able to think under pressure. Right? And what you’re in, right now, with so much going on with the market and so much uncertainty, and so much volatility. We talked about this before. Those who make their names right now, those who—rnrnGreg: Defining moment. Help clients through this.rnrnChris: And they can think under pressure,rnrnGreg: We will get through it, help them work through it.rnrnChris: And we will help them work through it.rnrnGreg: Yeah. And we also talked about the football season and how challenging it is to stay mentally tough. And I don’t know if you remember the conversation we were talking about Ken Nash.rnrnChris: Yeah.rnrnGreg: And how he really helps a lot of players and—rnrnChris: He’s helped me.rnrnGreg: He helped you get through the season, right? It’s that challenging.rnrnChris: Absolutely.rnrnGreg: And the people in our firm, when we’re in down markets like this, every day can feel a little long.rnrnFortunately, we have great long-term investors. But to get through this, you have to make sure your rituals are good. You’re exercising, you know, you’re staying informed, you’re continuing to learn, you’re continuing to think long-term to get through the adversity.rnrn Chris: Absolutely.rnrn Greg: So, tell help the video listeners on some of the stuff you’re doing now. What are you, what are you fired up about to do it now?rnrnChris: So maybe besides investing with Confluence and being a part of their team, and I’m not really part of the team, I’m part of your book, if you will, right? Right now, I’m involved in a couple of land development projects. I got a large land development project going on in South Fayette. Which is a county south of Allegheny County? I’ve got a little small one in Franklin Park. And I really enjoy that, Greg. I really enjoyed doing it; it’s a lot of fun.rnrnGreg: Yeah.rnrnChris: It can be intense at times when you’re working with contractors, and you’re working with different individuals, and the townships are always tough and the boroughs. But I enjoy that. So that, you know, when I—rnrnGreg: How did you learn to do that?rnrnChris: I grew up in a home, and my dad was a general contractor. So I grew up watching my dad. He was general contractor, but he also did the development, and the building side, the construction site.rnrnGreg: Okay.rnrnChris: So, I watched that. No, I didn’t get it. And I was that kid that, you know, I’d show up at the job site with my dad at 6:00 a.m. and he’d say, all right, Chris, I want you to go around and put rings on all of the toilets, you know, all around, you know, thing. And then I’d go find the bathtub in the farthest corner of this construction site, right, in the multifamily unit. And I would just fall asleep in the bathtub. Right. And then I’d hear them, the breakfast truck, and I’d come running out. That was me. But I grew up on the site. I grew up in a construction site. And then I had experiences. I started making money in the NFL; I started buying properties and selling properties. And recently I wasrnrnInvolved in a project a few years ago where I was able to build some farms, some barns, and work through that process. And so, I gained experience over the years and then IrnrnGreg: So, you learned along the wayrnrnChris: I learned along the way. It’s all about learning.rnrnGreg: I think some people make the assumption that you can’t do something until you’re the expert. I have found, and I’ve learned how to put it through words through the strategic coach up in Toronto. He helped me put it in words. But you have to have the courage to make the commitment to build the competency. So, then you have the confidence, there’s a bunch of Cs in there. So, you have to have the courage to make the commitment. You have to make the commitment. Then you have to have the courage to build a competency that will give you the confidence to make the next commitment.rnrnChris: Sure.rnrnChris: And it’s how it works, right? You just, you’d learn along the way. I think everybody’s looked, some people look for the perfect time, the perfect opportunity. They wait until they know everything before they go and do what you did. And start a company.rnrnChris: I heard it. I heard a saying once that, “You don’t have to be great to get started, but you have to start to be great.”rnrnYou don’t have to be great to get started; you get to start to be great.rnrnGreg: Oh, that’s great. Yep. I get it.rnrnChris: Right. A lot of people want to wait until they’re competent, they want to wait until they’re great, then they’ll get started. But in order to be great, you have to start.rnrnGreg: So, sort of like when you go to the gym. I find the most difficult thing about the gym is opening the door. Right? I mean, in our gym, we go down like five steps to get into the gym. Those five steps are the hardest exercise I have for the next hour and a half, going down those five steps. And then I don’t understand, you may, how you can go to a gym and go in there, like this evening I’ll go, just because it’s really important to, in all types of markets and days, but times like this, it’s really.rnrnImportant to exercise. So, I won’t have much energy going in there. I’ll go in there; I’ll spend energy, I’ll come out with more energy. It makes no sense to me.rnrnChris: Feel great.rnrnGreg: Right? Yeah. But you gotta start.rnrnChris: You gotta start, you gotta start to be great. And that’s, that’s the one thing in life is, you just got to have a plan, right? And follow through with that planning to get, get going. Cause you can’t be great unless you get started. You can’t make a basket unless you shoot, right? You can’t hit the ball unless you swing.rnrnGreg: You gotta understand you’re going to have adversity.rnrnChris: That is part of life. 50% of life is adversity.rnrnGreg: Agreed.rnrnChris: And that’s when you grow the most. That’s when you learn the most. When you go through adverse moments.rnrnGreg: You have to live through difficult markets to enjoy the up markets. If you try to avoid the down markets, I’ve done this now, holy cow, 33 years, I think. 34? 34 years. That’s horrible. So, 34 years. And to get the good long-term results, you have to live through some difficult times.rnrnChris: John Wooden once said—rnrnGreg: Love, John Wooden.rnrnChris: It’s the struggle. It’s the test that gives value to the prize. Yeah, the prize is the upmarket, but it’s the struggle, it’s the down market. It’s the test of staying true to your foundational principles and your long-term goals that gives value to that prize.rnrnGreg: So quick Wooden story, I was asked to speak now; this was a long time ago. My son was in fourth grade, so whatever that means, long time ago. And they asked me to speak with, and Coach.rnrnWooden was speaking also. And I didn’t really know at this conference; I didn’t really know who Coach Wooden was, this was before Google. So, I had to figure it out. And I thought that’s okay. I’m coaching the fourth-grade basketball team at St. Louis de Marillac. Once I learned who he was, I said perfect, so I said to him that day, I said I had lunch with them, I have the privilege of having lunch with him. And so I said to him, I said, Coach Wooden, what is it that you would teach the St. Louis de Marillac, fourth-grade boys? And he said, Greg, teach them to never try to play better than somebody else. And for me, I was expecting “stay low,” defense, you know, whatever. So, I said, help me understand that coach, I don’t really know why you’re telling me that. And here’s through adversity and here’s through difficult times. I just did it because we’re going through a difficult time. You write on the left hand of your — and you’ve probably done this many times — you write down the left hand of your notebook — here are the things I can’t control. On the right-hand side here, market fluctuation, right? Casey Hampton getting hurt, whatever those things are, there’s things you can’t control on the right-hand side.rnrnWhat are the things I can control? Yeah, listening to the coach, being the first to practice, hanging out with the right people, following good fundamentals, whatever those how many times you call clients to make sure they’re okay. Making sure that your portfolio managers are sound, whatever those things are you can control. And that is the list of what you make your goals from. And if you focus in adversity on things you can control, you will increase your results, and you will reduce your stress a hundred percent. If you focused on the can’t control, you will increase your stress and reduce your results.rnrnChris: Yeah, because you worry, you stress out, you worry about things, you can’t worry about the weather. And how many people worry about the weather. Tomorrow it’s going to be cold tomorrow. It’s going to be rainy.rnrnGreg: It affects our mood!rnrnChris: Oh, no! It just brings you down. And then you can’t focus on things that are important, the things that you can control. And so, I love that and make that list. And Steven R Covey talks about that too, in his Seven Habits of Highly Effective People. And it kind of, he has two circles. You know, these circles, right? But you focus on the things you can control.rnrnGreg: Can. So, so for the listeners, if you’re going through challenging times, what can I control? What can’t I control? And one of the things, in difficult markets, and by the time this comes out, we mayrnrnNot be in one, we don’t know, but there will be another one. There always is. It is really important to control the clock in any sport. And when you invest, you have to control the clock. Great coaches control the clock, and great investors control the clock. It is easier if you think in five-year time increments than five days.rnrnChris: Sure. You better not get on that cruise ship anytime soon.rnrnGreg: The cruise ship?rnrnChris: Not on the cruise on your—rnrnGreg: Oh, that. Oh, no, no, no, no, no, no, no, no, no, no, no. Here’s why. Nope. Here’s why. Because it’s a plateau. That’s the Super Bowl. So, because for me,rnrnChris: That’s the secret, that’s the secret right there.rnrnGreg: I don’t have that.rnrnChris: But that’s what you want, and so you see it every single day.rnrnGreg: I don’t even know if I want it, I just want to know there’s another level.rnrnChris: It’s the secret. You’ve read the book, The Secret.rnrnGreg: I did. Oh, that’s right, I did.rnrnChris: Absolutely. You put, you put it in your dream board, and every day you look at it.rnrnGreg: Period.rnrnChris: Because at the end of the day, when you look at it again, you will have taken one step closer to that dream, to that goal.rnrnGreg: You can feel successful.rnrnChris: Absolutely.rnrnGreg: You can feel successful. But I think I want to, I want that, every day to look at, to remember that I could do better. I don’t want that boat, by the way. Seems horrible.rnrnChris: Listen, I feel like I’m the most motivated guy, but being around you, I’m going to go home and write all these notes. I’m going to go home and write my journal. Greg said this isn’t this; I gotta have two columns. I gotta have things I can’t control, things I can’t control. I gotta go home. I gotta read The One Thing.rnrnGreg: My guess is you’re so far on the right side of things you can’t, or you can control. You’re a can control guy.rnrnChris: Yeah, but unless we check ourselves a lot, we can get ourselves caught up in worrying about the things you can’t control.rnrnGreg: 100% and the thing I like about you, when the conversation’s over with you, just like we had the other day on the phone, you’re one of those people, and it’s really a gift, it’s a unique ability. You’re one of those people that, at the end of the conversation, you are more inspired, you feel better than you did when the conversation started.rnrnChris: 100% and I try to do that, and that’s what I’m trying to when I’m talking to you, even though it’s as a conversation, I’m trying to say, what can I learn from Greg? He’s successful. I’m looking at the way you dress. I’m looking at what you have there.rnrnGreg: Sears. If you want it, just go to Sears.rnrnChris: That’s a custom shirt. But I’m looking at, I said, okay, what you know, that’s what it’s all about.rnrnYou’ve got to have those visions in your mind of where you go. And what you want to do. And then you talk about those steps about how to get there, but you gotta have a vision of where you want to go.rnrnGreg: I watched, speaking of learning, I, I remember when JP Morgan had a problem. Jamie Dimon was in front of Congress. And I watched him answer questions and, at the same time, watch his stock go up for four points. And I’m thinking, ‘How can he be telling Congress how they lost $2 billion?’ AndrnrnBecause he was straight with people. He was candid. He answered, answered honestly, and I just watched how he answered questions. I really, you can learn from everyone. Everyone.rnrnChris: I’m like a sponge.rnrnGreg: Me too. You know what I’d like to know? Who through your time at the Steelers, what coach, and/or what other player did you find to be a great mentor, and what is the lesson you learned from them?rnrnChris: I’ll tell you who I was really close to had a huge impact on me. He’s still with the Steelers. He’s the assistant head coach now, but he was the D line coach, the defensive line coach for the Steelers for 25-ish years. John Mitchell, now, John Mitchell, is a man from Mobile, Alabama. He grew up in the civil rights era and um, he grew up in a very humble, modest home. Went to Alabama, was the first black captain, first black All-American for Bear Bryant, and just broke a lot of barriers. Man, he’s a great man. And um, I played for him for 11 years, and he was my position coach, and he and I became very close. He’s like a second father to me. Still talk to him now. And a very wise man and you know, he and I became really close and throughout my time with the Steelers. And there were some times during practice where they would have like special teams, kickoff team and I wasn’t on kickoff. So, I’d step next to him, and we would talk about life. We talk about what’s going on. I talked to him about social issues, like whatever issues were going on. Because he has such a great mind. He was super wise. He had seen so much in his life, and so I love to see, hear his perspective, and learn from him.rnrnSo, if you asked me who had a huge impact on me, not only did he teach me the game of football, he taught me how to play with great fundamentals, tell me how to play with a great technique, he taught me how to be better at overcoming adversity, but he also taught me how to be a better man. He taught me how he had to see the world through a different lens, and for that, I’ll be eternally grateful to him.rnrnGreg: That’s wonderful. It’s interesting, whether it’s a teacher, a coach, the great ones, they’re bigger than the game, right? I mean they’re bigger—rnrnChris: Transcends the game.rnrnGreg: Coach Wooden use to be asked, you know if he had a successful season. And he used to say; I don’t know, I’ll tell you in 30 years because it wasn’t about the wins and losses. It was like what he did to those young men and how they grew up to be responsible adults. Right. I had a great teacher. I wish I would have told him along the way. I had a teacher in high school that taught me calculus, and I don’t know if that had anything to do with calculus. He helped me believe in myself, and I remember that. So, you know, for teachers, for coaches, for friends, helping people believe in themselves and being bigger than the game. That’s a great lesson.rnrnThanks for listening. If you’d like to hear other subject matters that may be of interest to you, please check us out at ConfluenceFP.com/podcasts

    This session was recorded on March 12, 2020.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

    This podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.

  • The Power of Education: Dr. Christopher Howard | Episode 8

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    Funding a college education has become an increasingly large part of planning for a family’s financial future. Join host and Partner of Confluence Financial Partners, Greg Weimer, as he discusses the power of education with one of America’s most distinguished individuals — Dr. Chris Howard.

    Dr. Howard is past president of Robert Morris University, a decorated veteran, a graduate of the United States Air Force Academy, a Rhodes Scholar with a doctorate in politics from Oxford and an M.B.A. from Harvard Business School, and a former member of the NCAA’s College Football Playoff committee (and those are just the highlights.) You’ll hear about Dr. Howard’s journey to success, along with his advice for both business leaders and young people. You’ll find out why it’s so important to develop a college funding strategy early — and why education remains among the most powerful investments you can ever make.

    Confluence Financial Partners — The Power of Education: Dr. Christopher Howard | Episode # 8rnrnThis session was recorded on December 19, 2019.rnrnThe views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.rnrnThis podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.

    This session was recorded on December 19, 2019.

    The views and opinions expressed herein are as of the date of its recording. The information may not be current and Confluence has no obligation to provide any updates or changes. There is no guarantee that any statements, opinions or forecasts provided in this podcast will prove to be correct.

    This podcast is provided by Confluence for informational purposes only. The information contained herein does not constitute a recommendation to buy, sell or hold any securities and should not be construed as an offer to sell, or a solicitation of an offer to buy any securities. Confluence is not providing any financial, economic, legal, accounting, or tax advice in this podcast. In addition, the receipt of this podcast by any listener is not to be taken as constituting the giving of investment advice by Confluence.